Consultancy, Coaching & Creations
Isness for Effective Business
In the end, accelerating your growth strategy requires that your selling organizations, both direct and partner, change. This, in turn means that people's behavior must changeno small task. For example, salespeople must adopt new sales behaviors and abandon old ones. Sales managers must manage a sales team that sells in a different way than they did. Partners must play new roles in your sales process. And all those that support the sales effort must change the support that they provide.
In our experience, you have to change the behavior of not just salespeople, but that of everyone involved in your sales process including partners, sales support, marketing and perhaps the entire organization. More importantly, we have found that sales organizations do not change easily or quickly. Thus, new sales initiatives must be aggressively and effectively managed as organizational and individual change.
The TAS Group has developed a pragmatic approach to ensure
that you achieve the maximum return on the investment that you are making
in your people and in our solutions. This approach is based on proven
change management principles and our own work on changing the behavior
of selling organizations using those principles.
Change initiatives fail for many reasons:
The result is that the desired change does not occur; time, energy and money are wasted; employees become frustrated; and the business impact is minimized.
The TAS Group's
Through hundreds of change initiatives and detailed research, OnTarget has learned that the key to any successful sales effectiveness initiative is gaining executive support for the program. Without executive support and reinforcement, sales and alliance professionals fail to internalize the process and to fully-leverage the new tools. The OnTarget Implementation Architecture is designed specifically to gain management support throughout the entire change initiative to help ensure long-term success and to help minimize risk.