{"id":7911,"date":"2012-07-12T14:17:51","date_gmt":"2012-07-12T14:17:51","guid":{"rendered":"http:\/\/www.matthew-j-smith.com\/?p=7911"},"modified":"2014-10-06T01:23:50","modified_gmt":"2014-10-06T01:23:50","slug":"investing-in-b2b-sales-transformation-side-by-side-comparison-of-two-models","status":"publish","type":"post","link":"https:\/\/www.matthew-j-smith.com\/?p=7911","title":{"rendered":"Investing In Sales Transformation \u2013 Side by Side Comparison of Two Models"},"content":{"rendered":"

In Jack Welch Is Wrong \u2013 Stop Churning D Reps If You Want to Improve Sales Team Attainment <\/strong>we argued that the classic approach of firing \u201cD players\u201d with the hopes of replacing them with a new hire that becomes an A or B Rep has many real world flaws.\u00a0 The alternate approach we recommend is to take out that D rep, but instead of replacing them right away invest their cost (and the cost to replace them) in an up to date, best practices-based B2B sales model.<\/p>\n

Implemented correctly, this new model provides a foundation that can consistently improve overall team results and therefore create fewer, stronger D\u2019s and even better results from top performers.\u00a0 \u00a0But here\u2019s the big question.\u00a0 What kind of results should you expect?<\/em><\/p>\n

We talked in a recent post about the enablers for this improved sales model (as identified in a 2012 study by\u00a0Aberdeen Group<\/strong>), that include the following:<\/p>\n