Top10 Sales Transformation Keys to Success

We’ve watched hundreds of B2B organizations succeed as well as fail at Sales Transformation.

Sales Transformation cannot happen in organizations where leaders underestimate the level of change required or underinvest in Sales.

Here’s our Top 10 list of how to get change management with Sales Enablement right:

Build a “change agenda” that documents on a single page the #1 goal of transformation, the behavior change required, the metrics of success, and

the initiatives to enable sales.

For extra credit, gain alignment from Product, Marketing, and

Sales leadership for your “change agenda.”

Address Motivation for CHANGE

Ensure absolute clarity on why the change matters to the organization and why it matters to the individual.

Establish executive sponsorship. No single factor is more critical than the

head of the sales organization casting the vision and mandating the change.

Explain the nature of the transformation & expectations for each salesperson

through 1-1 sit-downs with managers.

Take the mystery out of how a salesperson or manager will

implement the new strategy by providing the right materials.

Example content and tools: new sales messages, new talk tracks, new disciplines, new tools, etc. packaged

as a guide or sales playbook.

Establish what will be measured, who will measure it, when it will be reported,

and how it will be reported at the highest levels in the organization.

Equip sales through experiential workshops focused on how to make

the change with sales managers leading table discussions and

exercises throughout the session.

Drive sales transformation through weekly, monthly, & quarterly

coaching conversations between sales managers and their teams.

Build momentum and encourage the team by sharing success and insights

broadly across the organization through every medium available.

Maintain energy and focus for 24 months.

Hit pause at 12 months to evaluate progress and revisit each of these success

factors in developing the year 2 plan.

Read more about Sales Transformation

Enabling Every Sales Channel

We’ve helped more than 300 B2B companies implement their ‘big ideas’ for driving growth through

sales playbooks, training, and reinforcement.

Learn More about DSG

For more on a playbook approach to sales enablement, connect with us here: