Mistakes that Sales Management Never Understands: Book Review "Selling Vision" - Listen While You Work.
Change is a risky proposition for sales organizations because change means drops in revenue momentum, confusion, hesitation and chaos as salespeople adjust to it. Change can be new products, new management, territory realignment, changes in sales management, end of life of products, added sales engineers, fewer sales engineers, fewer customer service reps, changed customer service responsibilities. Regardless, abrupt poorly thought out changes can have a huge effect on everyone involved; but Rick Cheatham says it need not be this way.
In the book “Selling Vision” co-author Rick Cheatham takes us through how change doesn’t have to mean several quarters of lower revenue when salespeople adjusts. He discusses how to approach change and not get slammed in the process. The host is Jim Obermayer.
Authors: Lou Schachter and Rick Cheatham
Publisher: McGaw Hill
Length: 25 pages
Five Parts, 19 chapters
Our opinion: This is a book about a well known issue that everyone accepts as a difficulty of management without addressing a way to change it. Schachter and Cheatham give us a step by step path to accepting and making the most of the changes that stifle growth when growth is most needed.
About Rick Cheatham