Change Management and Sales
Sales is a crucial test for organizational change, including productive use (or not) of new technologies and performance management practices. Changes in sales always have wider organizational implications, because so many other decisions and resource commitments depend upon demand forecasts and sales’ ability to meet those forecasts. Conversely, because the sales force faces pressures to “make the numbers” quarterly, changes in sales activities are risky, difficult, and necessary.
In this webinar, you will learn how and why selling is changing in many markets, and how to separate hype from reality concerning the impact of new buying processes, e-commerce, big data, and other megatrends on people and process in business-development. Take-aways include:
- Understanding changing competency profiles for sales reps and leaders and how to improve sales hiring practices;
- Firms already invest 20% more per capita on sales training and development than in any other function: how to improve ROI for these investments;
- The implications of market changes for sales performance-management practices, including compensation, reviews, careers, and required HR – Sales interactions in these areas.
