Categories: Adoption and Reinforcement  |  Sales Conversation  |  Sales Process  |  Sales Transformation

Managers Lead Effective Sales Transformation

By: Rachel Clapp Miller 2 minute read

Top management is the driving force when it comes to adopting strategy, new initiatives and overall effective sales transformation. In a study published in Harvard Business Review, researchers looked at more than 60,000 confidential responses to an employee satisfaction survey where employees answered questions related to change in their organizations. When new strategy was adopted successfully, there was nothing more effective than reinforcement from top management. In fact, researchers said that top management has a “profound impact on how well employees grasp and support strategy.”