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Resources

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Major change in sales strategy

The challenge

Strategies evolve, and we have helped a number of businesses to steer their organisation from one sales strategy to another. In some cases the journey was towards value added markets and more senior buyers. In others, it was to an increased use of telephone sales and account managers to reduce costs in a fiercely competitive market. In both scenarios, the change management aspects were just as important as the skills themselves.

Typical solutions

A Sales Academy can provide a great vehicle for driving a major change in sales strategy, not least because all the different skills involved in the new roles can be embodied in a single competency framework, so people are clear on where they need to develop. Our comprehensive sales curriculum can provide all the training you needs, and the Capability Building® System offers huge depth around the change management aspects of a major strategic shift. In particular, we would recommend that you complete a visioning process prior to implementation, and engage local champions to act as eyes and ears (as well as coaches) around the organisation.

Example clients/case studies

Next steps

  • Explore our sales curriculum in more detail.
  • Use the Design Your Solution section part of this website to scope out a change management process. You can then download a customised PowerPoint presentation to use as a starting point in internal discussions.
  • Contact us to ask specific questions, or to find out more about how we can enable large-scale change in your sales coverage. Even if we don't end up working together, we learn by discussing real-world problems, so we're happy to share our insights without obligation.
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Tools

  • Explore your priorities

    Explore Imparta’s thinking through the lens of your business priorities

  • Estimate the impact

    Estimate the impact of Sales training to help create a business case for change

  • Design your solution

    Scope out how you could make training stick, using our Capability Building® System

  • Compare vendors

    Clarify your decision criteria & download a customised spreadsheet