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Posted at h in Sales Leadership by
I often hear business owners talk about restructuring their businesses as soon as they experience a lack of sales growth. Will restructuring solve all their problems? In my experience, you will get the best results from a sales force restructuring process when you do it as a planned strategic move, rather than as an emergency plan when things have already started to go wrong.

Posted at h in Executive Leadership by
In today’s ever-shifting market, it’s only natural that our business strategies must evolve and expand. That’s how we stay ahead of our competitors. When we change our sales process or strategy, we often have to restructure our sales force. I often hear this from business owners, presidents, and CEOs: “I want to keep all my salespeople, but I want to put them in new roles. However, I’m not certain they can handle a different sales strategy. I can’t afford to make a mistake. What should I do?”

Posted at h in Executive Leadership by
Did you hear about the star gymnast who was chosen for the Olympic swimming team? Of course not, because it never happened. Gymnasts, even though they are excellent athletes, will be picked for the gymnastics team.  Swimmers will be picked for the swimming team. “Well, that’s just how it’s supposed to be,” I hear you say. Yet, isn’t this what often happens in the world of sales?

Posted at h in Sales Leadership by
Are your competitors taking market share, introducing innovative products and services, growing margins, and expanding revenues…while you’re struggling? It is important to always ask, “What steps might I take to ensure I have the right people in the right seats on the right buses?” Might this be the right time to restructure your sales environment to improve your sales results?