Looking to transform your sales team? Are you ready? Notice the question was not about getting the team ready but literally getting YOU ready. Having a Big Idea is one thing, but making it happen is another.
ITT (a manufacturer of connectors and interconnects for broad-ranging applications) made a cultural change—shifting from an engineering culture to more sales and marketing focused. While this change was all business, the executive leading the initiative—VP and Director of Business Development Tracey Peacock—took it very personally.
She did three things that within a year took her division from underperforming to growing:
Tracey explained her understanding of what change requires of a leader:
"To make it successful, you really have to own it and drive it... if this was going to work it had to have very clear sponsorship, and I really took that very seriously and really worked with my sales leaders to drive that discipline through the organization."