The global financial crisis has changed the marketplace forever, and customers have changed their criteria for purchasing. The long tail of the crisis is still being felt and will be part of business life for a number of years to come. Many companies have fallen victim over the past few years, and others have discovered new passages for growth—new business models and new ways of thinking—showing the way forward for many companies.
Those companies that will excel in the future are those that set new high standards for their sales organizations to ensure they are competitive and capable of taking increased market share. They are the organizations that prioritize transforming the sales organization in its entirety and don’t just approach improvement through the traditional narrow offerings that have incremental impact.
The highly competitive sales organizations will be led by people that are not just people and customer managers as seen in the past. They will be commercial managers with people management skills. The demand on manager’s skills has expanded and there is a need for them to adapt quickly.
Regrettably, many of the management styles of the past will be for many companies the catalyst of further failures in the market, as they fail to meet the new obligations of the sales organization. The new depth of profit responsibility one of the most challenging tasks as it draws on different skills and thinking. Managers are further challenged by what is best described as businesses that are operating internally bare with limited resources due to the impact of the financial crisis.
For many companies the ineffectiveness of the past is no longer disguised by good trading markets and easy profits. Those companies are now becoming more financially exposed and need to draw on new standards and management methodologies to insure their longevity in the years ahead. The decision to embark on a sales organization transformation will be driven by the market and by a company’s desire to stay competitive.
Building the Most Effective Sales Force in the World: The Era Post the Global Financial Crisis’ is designed to challenge your thinking and provide insight into how the sales organization will operate in the future. The book provides you with the knowledge of what a world-class sales organization is and how they operate in the market and the profile of people that will lead those highly successful sales organizations. You will gain clarity of the process you need to apply to build the most effective sales force in the world.
If you are a sales manager charged with responsibility of delivering growth, or an executive with a sales force operating in your organization, then this book is a must read.
About Adele Crane
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Published January 10, 2012
by CreateSpace Independent Publishing Platform.
Business & Economics.