Embracing Change

Cultivating and retaining sales talent is hard enough when everything is status quo. But change can send salespeople running. One key to retaining the salespeople who will play a crucial role in your newly rejiggered company is figuring out how to deliver the news. When is the best time to share? No...

Full description

Saved in:
Bibliographic Details
Published in:Sales and Marketing Management 2006-05, Vol.158 (4), p.16
Main Author: Marchetti, Michele
Format: Article
Language:English
Subjects:
Compensation plans
Guidelines
Management of change
Salespeople
Online Access:Get full text
Tags: Add Tag
No Tags, Be the first to tag this record!
Description
Summary:Cultivating and retaining sales talent is hard enough when everything is status quo. But change can send salespeople running. One key to retaining the salespeople who will play a crucial role in your newly rejiggered company is figuring out how to deliver the news. When is the best time to share? Not until the strategy is finalized. Involving employees in the change can help prevent them from bolting. If you suspect salespeople have discovered a change before it has been finalized, act immediately.
ISSN:0163-7517