Sales Transformation: The Human Side of the Equation
Transform your sales organization? What a great idea! Modernize the technology, improve processes, develop your people, research best practices and adapt them to your specific situation, and watch your revenues grow. Also, confuse, anger and alarm your team, and feel helpless as morale plummets and your best salespeople defect to the competition.
It is a critical pitfall to avoid is focusing too much on process, technology, and knowledge, and not enough on the people who will be using these solutions. You can design the best process in the world and back it with the latest and greatest technology and sales tools, but if your people don’t buy into the project, it won’t succeed. There are two people-related issues that have surfaced in many of the sub-optimal sales transformation initiatives we have reviewed that are worth noting:
The Resistance to Change Syndrome: Your sales transformation initiative