IT's Role in Sales Force Transformation

Email     |     Share  
1 | 2 | 3 | 4 | 5 | 6 | 7
Next IT's Role in Sales Force Transformation-4 Next

Early Involvement Is Necessary

IT leaders should involve themselves early and often in sales force transformation plans to provide input on feasibility of automation requests. If a request doesn't make sense or isn't viable for the organization, push back.

Once an organization's leaders set their sights on a sales force transformation, they commit to fundamentally change the way the sales force sells. To be successful, this dramatic shift requires the input and support of many cross-functional teams, including IT.

In "7 Steps to Sales Force Transformation," authors Warren Shiver and Michael Perla lay out the course of action required for an organization embarking on this change. Among other things, this entails implementing a sales process that aligns with how your customers buy your products and services and then, in most cases, automating this process to build a robust pipeline and ultimately generate more revenue. Without IT's involvement, automation of the process is impossible, and without IT's ongoing support, expecting change to stick across the organization is unrealistic.

As with any change initiative, the earlier that IT can become involved in the transformation plans, the better. Otherwise, IT runs the risk of failing to meet expectations and possibly derailing the transformation efforts.

Here are five keys Shiver and Perla say you must keep in mind when it comes to IT's role in a successful sales force transformation.

Warren Shiver and Michael Perla are the authors of "7 Steps to Sales Force Transformation: Driving Sustainable Change in Your Organization" (Palgrave MacMillan). Warren Shiver is the founder and managing partner of Symmetrics Group and has more than 20 years of sales, management and consulting experience. Michael Perla is a principal with Symmetrics Group, and has more than 20 years of sales effectiveness consulting and strategic marketing experience.

 

Related Topics : Vulnerabilities and Patches, Resellers, Broadcom, Broadband Services, Supercomputing

 
More Slideshows

infra100-190x128 Top 10 Strategic Technology Trends for 2017

Here are the top 10 strategic technology trends that will impact most organizations in 2017. Strategic technology trends are defined as those with substantial disruptive potential or those reaching the tipping point over the next five years. ...  More >>

Global33-290x195 2017 and Beyond: How Digital Innovation Will Impact the World

Digital innovation is by far the biggest influencer, changing the way we do just about everything, from shopping to communication to running a business. ...  More >>

ArriaNLG-IoTAutomation0x Internet of Things Personified: Integration and Automation

The real value that the Internet of Things brings is at the intersection of gathering data and leveraging it. ...  More >>

Subscribe to our Newsletters

Sign up now and get the best business technology insights direct to your inbox.