Leading Change in a Sales Organization

Change isn’t easy under any circumstances, but it can be especially tough for sales leaders to put their organizations on a new and better path. Although everyone in theory wants to improve, trusting change can be tricky. And large-scale change requires a lot of trust and coordinated effort, usually among several leaders. From the top-down, the need for change needs to be communicated clearly and routinely.

Several months ago SunGard VP of Global Sales Enablement Ken Powell helped launch a complete sales transformation that has put the company on target to grow sales incrementally by $100 million by the end of this year. How did he do it? With a lot of help from several Sales 2.0 solutions, for one. In this new white paper offered by Selling Power, SunGard details how key executives created a master plan to invest around $4 million in new technology and training solutions to create a new selling methodology and sales culture. The white paper details how SunGard started from a seriously fragmented go-to-market strategy and unfocused selling efforts (frequently the same client would get multiple visits from different SunGard reps, sometimes in the same day). Powell and other leaders were also unhappy with the heavy emphasis on selling products rather than services, which is one of their competitive differentiators. Through a great coordinated effort, SunGard has transformed the sales organization into a lean and tightly focused selling machine that uses insight and value to approach prospects and develop business within existing accounts. Every rep at SunGard now knows what it means to “Sell the SunGard Way,” and how to articulate a winning value proposition.

Ken Powell (along with David DiStefano, President & CEO, Richardson, and Ashish Vazirani, Principal, ZS Associates) will be on hand on the first day of our upcoming Sales Performance Management Conference to share more details about the transformation. Key takeaways will include how other sales leaders can:

  •     Get buy-in from management for large-scale change.
  •     Drive a fundamental shift in frontline selling.
  •     Understand the need for a sales transformation.
  •     Train the sales organization and maximize user adoption of sales technology.
  •     Measure the ROI of your sales transformation and investments.

You can register here for just the workshop, or register for the full conference here (act before September 30 and save $100). You can also click the image below to download the white paper and read more about the SunGard sales transformation.

Selling Power SunGard sales transformation

About Lisa

Editorial Director at SellingPower.com.
This entry was posted in Conference Sessions, Conference Speakers, Sales & Technology, Sales 2.0 Events and tagged , , , , . Bookmark the permalink.

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