Managing Service to Sales Cultural Transformation
Table of Contents
Executive Summary
• Study Objectives
• Project Methodology
• Report Structure and Organization
• Key Findings
• Path Forward
Transformational Leadership
• Developing and Refining a Transformation Message
• Roles of Senior Leaders During the Service-to-Sales0
Initiative
• Recognizing the Complexity of the Service-to-Sales Transition and
Managing Expectations Accordingly
Organizational Structure To Enable Performance
• Approaches to Developing and Refining Organizational Structure to
Support a Sales Culture
• Refining Structure to Reflect Service and Sales
Requirement
• Designating Spans of Control to Ensure Service and Sales
Performance
Management Activities To Support Change
• Manager and Supervisor Influence on the Change
Process
• Managing Managers and Supervisors
• Transactional Leadership: Managers’ Roles and Responsibilities in
a Service-to-Sales Transformation
Training ApproachesTo Empower Employees
• Structure and Implementation of Curriculum
• Design of Curriculum Content
• Converting Incumbent Employees into Successful Sales
Reps
• Appendix: Sales Effectiveness Training (Set)
Curriculum
Hiring Strategies for Success
- Hiring Strategies for Success
Achieving Business Goals with Performance Measurement and Incentive Systems
• Performance Measurement
• Incentives
• Recognition
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