Sales Change Management is necessary when company leaders decide a major shift in sales strategy, leadership, or sales model is needed. Tweaking, tinkering and waiting for the next quarter’s results are no longer an option.
The need for a Sales Transition may result from good things, like growth or expansion opportunities or because bad things keep happening, like missed sales goals, revenue declines or high sales turnover.
Even if the cause is a negative one, quick diagnosis and action can save quarters – if not years – of missed new revenues.
Sales Transition – How to know if your company is ready.
- Your company is no longer achieving revenue growth goals / Sales consistently missing revenue targets
- Growth opportunities exist but are not achieved / You are growing slower than the industry
- Poor success winning new clients
- Flat or declining revenues over a prolonged period
- High sales force turnover / Losing quality reps to competitors
How 3FORWARD help B2B companies manage Sales Transitions.
We help leadership teams through sales transitions by taking on the important but time-consuming sales planning projects while you continue running your business. This completes more work in less time, getting to your goals faster. Companies also find 3FORWARD’s sales and market experience provides their management team helpful outside perspective on the many choices and options they face.
3FORWARD’s sales change management programs includes services such as:
- Sales Transition Management – redefining sales strategy, culture, model
- Sales and Market Plans – entering new markets
- Sales Strategy & Process – define your best-in-class selling process
- Sales Leaders Dashboard – lead, pipeline, forecasting, account activity
Sales Change Management – When is the right time?
- Highly successful start-ups that have out-grown the founder’s time to function as sales leader and chief executive.
- Companies that grew on a great product or service but have now saturated their initial target market.
- Companies where most growth came from the Rolodex of the leadership team but are now running out of viable contacts to sell to.
- New ownership or leadership team taking the company in a new direction.
- Businesses making major structural or organizational changes, i.e. realigning, combining or shedding business units.
- Well-funded start-ups – strong knowledge of the industry and their own offerings – but lacking experience in professional sales on the leadership team.
As your company’s top executive you know best if it’s time for a Sales Transition. If that moment is now, we are glad to help you consider your options.
Let us know when you would like to talk. Connect with 3FORWARD.
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