Warren Shiver & Michael Perla, Authors, 7 Steps To Sales Force Transformation: Driving Sustainable Change in Your Organization

The challenges facing CEOs and other senior executives are many.  In the realm of sales and marketing, much of the guidance aimed at the executive suite is focused on operating performance.  However, what if a situation, such as continued underperformance or changes in the competitive landscape, necessitates wholesale change in the sales organization?  What do leaders need to know about sales force transformation?