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Assessing Readiness for Change in the Sales Organization

Friday, September 4, 2009

The typical sales organization conducts activities across the spectrum of marketing, selling, and fulfillment. Sales teams are often given goals that are loosely defined and difficult to measure:

  • Drive revenue for the selling organization.
  • Create and maintain successful client relationships.
  • Build trust and loyalty with every client interaction.
  • Capture more market share for the selling organization.
  • Align the functional areas of selling to the vision and strategy of the selling organizati
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