Treating Your Sales Transformation Like an Internal Sale

In our research on sales force transformations for this book, the greatest challenge mentioned in both the interviews and the survey was achieving sustainable 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 implementation, and this chapter focuses on steps three and four: building your case for change and gaining internal support.