Key Challenges of Seller Transformations (3)
Customers are rapidly changing their behaviours and expect more from your sellers.
The Key Challenges of Seller Transformation – and Why They Matter
Transforming a sales team is a massive undertaking that can have a significant impact on your business’s revenue and bottom line. Whether it is to align with changing customer behaviours or more of a CEO driven strategic initiative it is often challenging to deliver success. Unfortunately, according to McKinsey, 70% of sales team transformations end in failure. Having worked with many global organisations there are certainly common mistakes that Sales Growth Team (SGT) sees all too often. Our experience with seller transformation started in 2014 at Hewlett Packard Enterprise where we were tasked with pivoting the sales teams behind the CEOs outcome-centric strategy for their customers. Within 5 years we grew the revenues from $15mn to $3.8bn. We made mistakes (small and very large) along the way, but also got many things right. Our clients have benefited from these insights and we have since helped transform over 15,000 sellers globally. So, lets dig into the challenges we see organisations facing into.
70%
Of Seller Transformations Fail