“So, what are the changing business conditions that are creating challenges for your sales efforts and your salespeople?”Even though I asked this question in my June 2019 Forbes article, I realize that NOW is an even more relevant and urgent time to ask the same question.
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.
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?”