Overview

At some point in a company's development, it becomes a priority to focus on and to change the existing sales culture. This need to change can be driven by many factors including slumping or declining sales numbers, or a change in focus from a customer service oriented sales team taking inbound leads to a more direct selling model where outbound calling becomes a priority, or a change in direction like a focus on growing new accounts.

Regardless of the change, and in spite of the work necessary, one common challenge remains consistent – getting buy in from your existing sales team to adopt and implement the skills, processes and procedures needed to make the change successful.

Categories

Leadership, Sales Research, Time Management

Keywords

Motivation, Communication, Coaching, Talent, Productivity, Development, Leadership, Compensation, Sales Models, Metrics, Performance, Hiring, Recruiting, Vision, Mission, Market Area, Product Knowledge, References, Studies, Databases, Scheduling, Building a Pipeline, Appointments, Calender, Effective, Tips, Guides, Priorities

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