Accelerating Sales Force Effectiveness Through Cultural Change: Sales Force Strategy, Productivity Drivers and Measurement

Sales organizations striving for excellence and increased profitability have begun to realize the need for a true, long term business strategy and philosophy to accelerate sales force performance. The methodologies used for implementation and sustained growth and improved long-term profitability are outlined and discussed in this study. This study will provide an understanding of the critical nature to sales organizations sustainability and profitability through cultural change that are enabled and empowered by corporate ownership. A cultural change strategy that focuses on accelerating sales force performance, are proven to be quite significant in increased revenue and profitability. The transition from mediocrity to superiority will only be realized with continual process improvements and measurement metrics to guide the journey. Organizations can close the sales force effectiveness gaps through a cultural revolution of change. The benefits of organizations to implement cultural change and philosophies that accelerate sales force effectiveness are further discussed throughout this book.