Sales Transformation 101s

I went to an event last year branded as 'an expert forum on managing change in the sales environment'. Frustratingly it was more of a networking event with a few key speakers talking about their business challenges.

And thereby hangs a tale. This type of 'dressing up' using buzz words of the moment without true understanding underlines a real gap between what is claimed and what is fact.

I do not think I am being overly controversial here, but in Sales & Marketing we have just not learned the disciplines of change management. That is; what does it take to plan, implement and manage the changes necessary to achieve sustainable business improvement. We seldom allow the time necessary, the resources and indeed actions needed or have the right measurements in place so that know we are on track.

I have worked with many SaaS customers (and Salesforce customers in particular) who are so frustrated their initiatives are not taking hold. Unfortunately the common denominator seems to be that new digital applications are treated as silver bullets and not as catalysts for change.

There is so much potential for re-inventing the way we both gain customers and offer them enhanced business value - the Sales Transformation everyone is talking about. We need to step up to the plate though and make the effort to ensure the changes planned stick and the business benefits are realised.

So.... as a way of introduction to GTMEnable, we will publish a series of blogs over the coming weeks looking at the fundamentals of change in the sales function. A Sales Transformation 101 if you please. The first will focus on what constitutes change.

Happy reading.