How to Avoid Sales Productivity Dips While Modernizing Sales Departments

Change is a risky proposition for all sales organizations because change means confusion, hesitation and chaos as salespeople adjust to the company’s vision of a new sales approach driven by changed customer buying habits.  In the book “Selling Vision” co-author Rick Cheatham takes us through the origins of the book and how change doesn’t have to mean one or two quarters of lower revenue when salespeople adjust.  Everyone agrees that new realities of customer buying is driving changes in sales organizations and Cheatham discusses how to approach change and not get slammed in the process.  The host is Jim Obermayer

 

About Rick Cheatham

RICK CHEATHAM leads the US Sales Practice for BTS. He works with clients such as Google, Accenture, Metlife, and IBM to drive their sales efforts into the future. Rick leads a team of over 20 consultants and conceptualizes many of the BTS solutions deployed in the US.

 

He is passionate about making work a place where salespeople come to be successful, is totally pragmatic and experienced in getting results through being a purpose-driven leader, and has an uncommon balance between vision and how things really get done. 

 

Prior to BTS Rick was a sales leader for both regional and global account teams. Ultimately he led the sales force of a $1B business unit through a restructuring and shift in how they sold, which has shaped his thinking on how organizations can change what and how they sell faster and more effectively. Rick lives in Austin, TX.

 

About BTS

BTS is a professional services firm nestled between consulting and training on the strategy execution spectrum. Our focus is on the people side of strategy working with leaders at all levels to help them make better decisions, convert those decisions to actions and deliver results.  Rick leads BTS’ Sales Practice, which offers buyer-centric consulting, sales transformation (planning, change management, and training), assessment and selection, and on-the-job execution tools.

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This episode is generously sponsored by The Vanella Group, Inc.-- the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. The Vanella Group supports firms from Fortune 500 companies to startups.To learn more, visit VanellaGroup.com or call 888-335-0340

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