{"id":7922,"date":"2012-01-11T14:39:08","date_gmt":"2012-01-11T14:39:08","guid":{"rendered":"http:\/\/www.matthew-j-smith.com\/?p=7922"},"modified":"2014-10-06T01:29:32","modified_gmt":"2014-10-06T01:29:32","slug":"lasting-sales-transformation-is-possible-when-it-starts-at-the-top","status":"publish","type":"post","link":"https:\/\/www.matthew-j-smith.com\/?p=7922","title":{"rendered":"Lasting Sales Transformation Is Possible When It Starts At the Top"},"content":{"rendered":"<p>Right now a lot of CEOs are staring down the barrel of their 2012 revenue target.\u00a0 \u00a0Board commitments are made and it\u2019s time to make it happen.\u00a0 Many of them are also realizing that major changes are needed in their sales model if they want to get there.<\/p>\n<p><strong>When It\u2019s Time to Go Big With Your Sales Transformation<\/strong><\/p>\n<p>At some point the incremental sales changes that have been tried year after year must be abandoned in favor of a significant sales transformation.\u00a0 It means more than just replacing the sales leader, tweaking the compensation plan, hiring a couple new reps and expecting results to leap forward.\u00a0 So if big change is needed, where do you start?<\/p>\n<p><strong>Making Big Sales Changes Require Top Level Commitment<\/strong><\/p>\n<ul>\n<li>Realize it\u2019s nearly impossible to make gradual, subtle changes and still have the opportunity to impact this year\u2019s revenue.<\/li>\n<li>It\u2019s also not uncommon that slow change loses momentum and the old way of doing things creeps back in.<\/li>\n<li>Lastly, it takes a lack of fear and political fallout \u2013 and that can only happen when the change is driven from the top down.<\/li>\n<\/ul>\n<p>CEOs drive this kind of company sales transformation by getting intimately involved with the sales model and staying in the middle of the effort until it\u2019s running smoothly.\u00a0 If you\u2019re a CEO facing your own sales transformation, don\u2019t be timid about it.\u00a0 Brace yourself for the usual resistance from the old school\u2019ers on the sales team and maintain your vision for the sales model you know your company needs.<\/p>\n<p><strong>At the end of the year you will thank yourself!<\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Right now a lot of CEOs are staring down the barrel of their 2012 revenue target.\u00a0 \u00a0Board commitments are made [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[22],"tags":[],"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=\/wp\/v2\/posts\/7922"}],"collection":[{"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=7922"}],"version-history":[{"count":2,"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=\/wp\/v2\/posts\/7922\/revisions"}],"predecessor-version":[{"id":8172,"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=\/wp\/v2\/posts\/7922\/revisions\/8172"}],"wp:attachment":[{"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=7922"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=7922"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.matthew-j-smith.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=7922"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}