We’ve watched hundreds of B2B organizations succeed as well as fail at Sales Transformation. Sales Transformation cannot happen in organizations where leaders underestimate the level of change required or underinvest in Sales. Here’s our Top 10 list of how to get change management with Sales Enablement right.

2. We’ve watched hundreds of B2B organizations
succeed as well as fail at Sales Transformation.
Sales Transformation cannot happen in
organizations where leaders underestimate the
level of change required or underinvest in Sales.

3. Here’s our Top 10 list of how to get change
management with Sales Enablement right:

5. Build a “change agenda” that
documents on a single page the #1 goal
of transformation, the behavior change
required, the metrics of success, and
the initiatives to enable sales.

6. For extra credit, gain alignment
from Product, Marketing, and
Sales leadership for your
“change agenda.”

7. Address
Motivation for
CHANGE

8. Ensure absolute clarity on why the
change matters to the organization
and why it matters to the individual.

10. Establish executive sponsorship. No
single factor is more critical than the
head of the sales organization casting
the vision and mandating the change.

12. Explain the nature of the transformation
& expectations for each salesperson
through 1-1 sit-downs with managers.

14. Take the mystery out of how a
salesperson or manager will
implement the new strategy by
providing the right materials.

15. Example content and tools: new
sales messages, new talk tracks, new
disciplines, new tools, etc. packaged
as a guide or sales playbook.

17. Establish what will be measured, who
will measure it, when it will be reported,
and how it will be reported at the
highest levels in the organization.

19. Equip sales through experiential
workshops focused on how to make
the change with sales managers
leading table discussions and
exercises throughout the session.

21. Drive sales transformation through
weekly, monthly, & quarterly
coaching conversations between
sales managers and their teams.

23. Build momentum and encourage the
team by sharing success and insights
broadly across the organization
through every medium available.

25. Maintain energy and focus for 24 months.
Hit pause at 12 months to evaluate
progress and revisit each of these success
factors in developing the year 2 plan.

27. Read more about
Sales Transformation

28. Enabling Every Sales Channel
We’ve helped more than 300 B2B companies
implement their ‘big ideas’ for driving growth through
sales playbooks, training, and reinforcement.
Learn More about DSG

29. For more on a playbook approach to
sales enablement, connect with us here: