7 Steps to Sales Force Transformation

The sales force is a company's main engine for driving revenue, one that often requires change to stay competitive and achieve desired results. To improve sales performance, many organizations seek out a 'Silver Bullet'. Transformation is not a one-time, check-the-box event, but a rigorous, ongoing process. Unfortunately, there is no one-off solution to the hard work of transformation. There is, however, a methodology derived from the authors' combined decades of work and their qualitative and quantitative research on sales force transformation. This book provides a practical approach to effect significant, measurable and sustainable transformation in your sales organization. 7 Steps to Sales Force Transformation will help readers determine if their sales organizations need a transformation and if so, how to assess their sales organization's readiness through the analysis of six 'levers' of successful sales transformations. It also guides readers through a series of tasks, analyses, and decisions that will lead to a successful transformation. In particular, the authors will show you how to clarify your sales transformation vision and sell it to upper management, detail methods on how to deploy your vision, offer advice on how to sustain transformation through leadership and communication, and outline current trends that will impact future sales transformation. This book is targeted at anyone who has control over a sales organization or who wants to transform a sales team, including sales managers, sales executives, CEOs, COOs, and others who advise or influence those stakeholders, such as associates at consulting and private equity firms. Through original quantitative research, the authors' own experiences transforming sales organizations, and the lessons learned by a host of sales professionals they interviewed, you will understand how to transform and modernize your sales force to achieve your desired sales results and provide your customers with better service and value.

“This book provides a basic road map based on best practices for sales leaders to follow as they work to transform their organization to align with how their customers buy. Readers will find a step-by-step guide to a sales force transformation, how to get management and sales buy in and how to implement the transformation in your organization.” (Small Business Trends, smallbiztrends.com, April, 2016)

Shiver and Perla take the oft misunderstood idea of Sales Transformation and give the reader a practical set of guidelines to consider. It provides a common sense road map based on best practices for Sales Leaders to follow in their continuous effort to transform the organization to align with how their customers buy; an essential task in today's customer-empowered world. An important read for any sales executive.' —Stephen P. Young, Lecturer, Founding Director, Sales Executive RoundTable, Georgia State University

'This book shines a bright light on the subject of sales transformation. The authors clearly articulate 7 proven steps for sales leaders to follow with a transformation roadmap at the core. This should help the many companies that spend too much time analyzing and debating with little time or commitment left for execution.' —Gerhard Gschwandtner , CEO, Selling Power

'Having firsthand experience in multiple large-scale sales transformations, I would highlight that the risks could far outweigh any rewards if not thoughtfully considered in your strategy and planning. The Seven Steps offers a comprehensive, yet practical guide, which can help minimize risk while achieving the desired gains in such an undertaking. Kudos to Warren and Michael for delivering the guide rails for this sort of undertaking!' —Jim Neve, senior vice president, global sales and marketing operations, SunGard Financial Systems

'Sales transformations aredaunting but achievable with focus, partnership across the organization (inside and outside sales), and a plan. Take the time to make the changes and be brave – this book is a key guide on how to do this.' —Lisa Redekop, Sales Enablement Specialist, Gartner

'At last, a practical playbook to drive an effective, go-to market strategy to transform and sustain your business. Michael and Warren deliver insights, guidance, and the implementation steps needed to lead and sustain change in your sales organization.' —Marie Sonde, former Vice President Commercial Operations, IMS Health

Warren Shiver is the Founder and Managing Partner of Symmetrics Group, one of America's fastest-growing private companies, which is dedicated to driving sustainable revenue improvements by transforming sales organizations. With more than 20 years of sales, management and consulting experience working for firms such as Accenture, OnTarget and North Highland, Warren has helped establish Symmetrics Group as a go-to company for organizations that desire to transform the way their sales teams function. Warren holds an MBA from Duke University and a bachelor's in Mechanical Engineering from Georgia Institute of Technology.

Michael Perla is a Principal with Symmetrics Group. In this role, he helps to lead, scope and execute sales transformation efforts for the organization. He brings to the table more than 20 years of sales effectiveness consulting and strategic marketing experience working for firms such as CA Technologies, Siebel Systems, Sales Performance International and North Highland. Michael holds two graduate degrees in Psychology from the University of Georgia and an MBA from Georgia State University