Titlebook: 7 Steps to Sales Force Transformation; Driving Sustainable Warren Shiver,Michael Perla Book 2016 The Editor(s) (if applicable) and The Aut

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On the Enterprise Human Capital Investment,ainable change in a sales team. Even though sales teams and leaders excel at convincing others to change, they are typically highly resistant to change themselves. It’s no accident that there are five steps required to complete in our approach to sales force transformation before moving to implement

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Jing Zhang,Congli Mei,Guohai Liuerall effort. After our initial meeting with Paul Duval, the SVP of sales at Central Garden & Pet, we spent six weeks collaborating on a vision and a case for sales force transformation. This included ride-alongs with sales representatives and a plant tour in Madison, Georgia. There’s no substitute