Written by Frédéric Lucas. This was originally posted by our OMG Partner affiliate in Canada, Prima Ressource and has been translated from French with minor adaptation.
When business leaders implement a sales force transformation program, they inevitably meet resistance within their organization.
A certain resistance to change on the part of company executives is common. On the other hand, if it is followed by closed business and increased accountability, this resistance should disappear within a few weeks.
What is problematic is when resistance to change comes from managers and sales directors of the company. Some of them might even want to derail the transformation program or discredit […]Read more »