7 Steps To Sales Force Transformation

28th January 2016 |   Journal Of Sales Transformation

7 Steps To Sales Force Transformation: Driving Sustainable Change in Your Organization by Warren Shiver and Michael Perla, Palgrave MacMillan, January 2016, 978-1137548047, $35

Up to 75% of attempted transformations fail. According to authors Warren Shiver and Michael Perla, the root of the problem is two-fold: salespeople are notoriously reluctant to change, and all too often, even when the sales function transforms successfully, the rest of the organisation fails to keep up. The book offers a detailed primer for sales force transformation, based on the authors’ own decades of experience, original quantitative research, and interviews with numerous sales professionals. The seven-step process advocated is designed to enable organizations to overcome resistance to change, and the book includes examples from transformations the authors have helped execute. This will appeal to sales leaders and executives, CEOs, and COOs.