Change and Culture at the Forefront of the Sales Leader’s Agenda

Regardless of the changes on the horizon, organizations with sales leaders that can adapt to change and cultivate their sales culture through learning will be the ones able to keep pace and stay productive through any business cycle.
By Will Milano
We joined two hundred senior sales leaders gathered last month in Atlanta for the Sales Management Association (SMA) Conference to explore emerging trends and research affecting all facets of the sales organization. This year’s event shed light on some of the more pressing challenges of sales today. It also revealed the opportunities sales leaders and managers have to step up to the plate and make adjustments to improve sales force productivity in this ever-evolving business environment.
In a keynote address on preparing
managers to lead sales transformations, presenters Adrian Voorkamp of Johnson
Controls and Andy Williams of Boehringer Ingelheim Animal Health highlighted
the four hats a successful sales manager wears:
Strategy — answering the question, Where