We asked Sales Performance International executives and consultants what kind of changes we can expect to see for the sales profession in the coming new year and compiled their perspectives and opinions in our eBook, “Sales Performance Improvement Trends for 2018 and Beyond”.
Kelly Payne is a Customer Success Manager, and helps manage some of SPI’s largest accounts.
What major trend do you see in your area of sales or learning performance expertise?
I am seeing clients who are responsible for implementation needing more support, preparation and guidance on how to navigate their internal stakeholders – from executive team down to the first line sales managers. Many of these are transformational clients who recognize shortcomings in their organization’s change management efforts.
What is causing this trend?
This trend is caused primarily by a lack of bandwidth within an organization and a lack of understanding of what it takes to change. Sales Enablement or L&D teams responsible for sales transformation need at least one “Change Management Specialist,” either as a full-time employee or retained as a consultant for the duration of a major project.
What opportunities or threats does the trend pose for businesses and sales organizations?
If the focus continues to only be on executing the training events rather than thinking of the longer business impact, then I ultimately don’t see any training programs to be as impactful and beneficial to an organization’s top line revenue.
In light of the trend, what advice do you have for business and sales leaders?
Take a look at your change management process – how does the organization handle shifts such as executive leadership turnover, sales training, and personal onboarding? Get feedback from those impacted by the change and invest in helping them manage change more effectively.
Download our eBook “Sales Performance Improvement Trends for 2018 and Beyond” today!