- Hardcover: 197 pages
- Publisher: Palgrave Macmillan; 1st ed. 2016 edition (December 5, 2015)
- Language: English
- ISBN-10: 1137548045
- ISBN-13: 978-1137548047
- Product Dimensions: 6.2 x 0.9 x 9.6 inches
- Shipping Weight: 1.6 pounds (View shipping rates and policies)
- Average Customer Review: 5 customer reviews
- Amazon Best Sellers Rank: #451,959 in Books (See Top 100 in Books)
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7 Steps to Sales Force Transformation: Driving Sustainable Change in Your Organization 1st ed. 2016 Edition
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“This book provides a basic road map based on best practices for sales leaders to follow as they work to transform their organization to align with how their customers buy. Readers will find a step-by-step guide to a sales force transformation, how to get management and sales buy in and how to implement the transformation in your organization.” (Small Business Trends, smallbiztrends.com, April, 2016)
Shiver and Perla take the oft misunderstood idea of Sales Transformation and give the reader a practical set of guidelines to consider. It provides a common sense road map based on best practices for Sales Leaders to follow in their continuous effort to transform the organization to align with how their customers buy; an essential task in today's customer-empowered world. An important read for any sales executive.' ―Stephen P. Young, Lecturer, Founding Director, Sales Executive RoundTable, Georgia State University
'This book shines a bright light on the subject of sales transformation. The authors clearly articulate 7 proven steps for sales leaders to follow with a transformation roadmap at the core. This should help the many companies that spend too much time analyzing and debating with little time or commitment left for execution.' ―Gerhard Gschwandtner , CEO, Selling Power
'Having firsthand experience in multiple large-scale sales transformations, I would highlight that the risks could far outweigh any rewards if not thoughtfully considered in your strategy and planning. The Seven Steps offers a comprehensive, yet practical guide, which can help minimize risk while achieving the desired gains in such an undertaking. Kudos to Warren and Michael for delivering the guide rails for this sort of undertaking!' ―Jim Neve, senior vice president, global sales and marketing operations, SunGard Financial Systems
'Sales transformations are daunting but achievable with focus, partnership across the organization (inside and outside sales), and a plan. Take the time to make the changes and be brave – this book is a key guide on how to do this.' ―Lisa Redekop, Sales Enablement Specialist, Gartner
'At last, a practical playbook to drive an effective, go-to market strategy to transform and sustain your business. Michael and Warren deliver insights, guidance, and the implementation steps needed to lead and sustain change in your sales organization.' ―Marie Sonde, former Vice President Commercial Operations, IMS Health
Top customer reviews
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As an account manager for a large account within my company, I wish I had read this book over a year ago. I would have had a much better understanding of what my company was going through and how I could have been more helpful and supportive of the effort. Perhaps more importantly, I wish my company leadership had read it and applied more it the advice - particularly around communication and coaching.
The authors lay out a 7 step approach to creating transformational changes in the sales organization. The seven steps are: 1) identify and understand the levers for transformation 2) Build the foundation and vision for the future 3) Get buy in from internal stakeholders – you’ve got to sell the transformation internally first 4) Map the gap – know where you are and where you want to go and map what it takes to get there 5) Implement your plan 6) Understand that success/transformation does not happen without resistance – identify the key barriers, keep it simple, measure your progress and 7) make the transformation sustainable. Unless the transformation is sustainable, it will be an exercise in futility.
The authors present their case based around a case study of a sales transformation they performed for a Central Garden & Pet. In addition to the information they share about Central Garden, they also share information from numerous interviews they conducted while doing researching for this book. There are plenty of real life examples that support their 7 step process.
The book will be of primary interest to those responsible for sales in mid to larger organizations.
The authors write from first-hand experience as consultants conducting sales transformations for mid to large companies. So the information is based on their own actual in the field experience as well as numerous interviews with sales leaders and CEOs. There is a lot of practical, actionable information in the book.
At the end of each chapter is a short summary to the highlights of each chapter. The authors write in a clear, easy to understand style.
If you are involved in improving the performance of your sales organization, from sales VP to CEO, there is a lot of good information for you.
I was provided a review copy of this book.