As a sales leader, a new role can be demanding, especially during a time of shifting market conditions. On today’s show, Steve King, CRO of Hexagon PPM, joins us to share his experience entering a legacy company to lay out a transformation.

In today’s environment, where sales leaders are running accelerated transformations, it’s more important than ever that your team is bought in and well equipped to bring your vision to life.

 

In a previous segment, Steve King, CRO of Hexagon PPM, shared how he laid out a transformation for a legacy company. In this next interview segment, Steve picks up where he left off to discuss the change process and the duty of sales leaders to mobilize and motivate teams.

 

Click here for the full podcast version of this interview.

 

Segment 2: Managing the Change Process During a Transformation

 

  1. How effective change communication can mobilize the team. minute 1:23
  2. Keeping the sales team motivated through the change. minute 3:50
  3. How Steve established credibility by leading from the front. minute 4:50

     

“One of the people came up to me and said, ‘You’re talking about all these things that we’re going to change, and that we need to change. Are we doing anything right?’ And that struck me, because the answer to that is ‘absolutely’… I started changing my vocabulary to say ‘evolve.’”

 

See more of Steve’s interview:

 

How a CRO Overcame Market Headwinds by Transforming a Legacy Company

 

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ABOUT THE AUTHOR

Matt Sharrers

Leads the firm's focus on the CEO’s role in accelerating revenue growth by embracing emerging best practices to grow revenue faster than the industry and competitors. 

Matt Sharrers is the CEO of SBI, a management consulting firm specialized in sales and marketing that is dedicated to helping you Make Your Number. Forbes recognizes SBI as one of The Best Management Consulting Firms in 2017.

 

Over the course of nearly a decade at SBI, Matt Sharrers was an instrumental early partner guiding SBI as the Senior Partner. Matt’s functional responsibilities included acting as the head of sales where he led SBI’s double-digit revenue growth, and was responsible for the hiring function to build SBI’s team of revenue generation experts.

 

Prior to joining SBI in 2009, Matt spent eleven years leading sales and marketing teams as a Vice President of Sales. Matt has “lived in the field.” As a result, he is the foremost expert in the art of separating fact from fiction as it relates to revenue growth best practices. CEOs and Private equity investors turn to Matt’s team at SBI when they need to unlock trapped growth inside of their companies.

 

 

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