If you want to read  a great success story about a high-profile sales and marketing transformation effort, check out this article about  Sungard in the publication Selling Power. There are two key elements of this story I find consistent with other successful sales transformation efforts. The first is that there is an “advocate”, someone who is vested heavily in the outcome of the project, and secondly, the company is leveraging change management practices.

The executives at Sungard realize they have to change in order to grow market share. The initial self assessment is very hard, especially when you are a $1 billion plus company. For advocates, it’s also clear that the more work you do up front regarding change management the easier it is to get support and funding for a project. If you are ready to get started on your own self assessment, visit the Naro Group Knowledge Center and read the article entitled, “Self Assessment for Driving Revenue Growth.” Or if you are ready to create your own sales and marketing transformation, check out these consultation options I offer for driving optimal sales performance.

 

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