What is Wrong with the Sales Machine? – Making Change Stick

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In the final installment of his series on operationalizing sales, Michael Smith covers the need for cultural change. Company culture is ultimately what drives long-term change and continuous improvement through the stages of sales maturity. Change that sticks comes from deep within a team, from managers and front-line employees who are bought in to the vision and are hungry for improved performance. That’s a cultural shift – and it’s arguably the hardest of all organizational elements to achieve because it’s about changing people and their behaviors. And most people do not change easily. While there are many elements that go into transforming a sales culture into one that is focused on continuous improvement, most of those elements can be distilled into two things: communication and leadership. When leaders communicate change well and lead their organizations through that change effectively, change tends to take root and drive the anticipated results.

The complete article can be read here.

Categories - Post-Merger Integration - Commercial Effectiveness