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May 3, 2011
Sales Force Restructure – 8 Key Steps to Staying on Track
By:
Companies are reviewing their sales force sizing and make-up to validate the appropriate size and structure in today’s Sales 2.0 environment. The demands of Sales 2.0 implications require more time allocation for representatives to invest increased time with their prospects as a more consultative approach to selling is embraced. Sales leaders are analyzing whether they are leaving money on the table for their competitors by cutting too lean the last few years, and also making sure that sales team is structured properly. Change Management is always a factor, particularly when adding and restructuring the sales team.
An implementation plan preparing for significant changes to your sales force should evaluate the following eight key components:
Protect your sales team and your revenue objectives by taking change management seriously and applying the proper attention to navigating the waters of change. Evaluating these eight key components will enable you to reap the full benefits the planned transformation has in store for your company.
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