Key Barriers and Considerations for Implementation

Now that you’re beginning the process of implementing your own sales transformation, let’s review several potential barriers to success. This list is not exhaustive, but like the levers outlined in chapter 2, these items apply almost universally when significant change and transformation are carried out in a sales organization. We have compiled the list from and our interviews with sales executives our own experiences that involve more than 100 transformations—some successful, others not—and in each case, one or more of these barriers were crucial for the outcome. Experience and hindsight can be great teachers. Many of the executives we interviewed indicated that they discovered these barriers only during or after transformation, not before. Our aim is to help you succeed by equipping you with these insights as you are planning and launching your sales force transformation.