Summary
Reorganizing the sales function can be risky and commonly fails due to poor rep and manager engagement and buy-in. The costs of losing sales reps after a poorly conceived or executed reorg are high, but an even worse consequence is for the reorg to negatively impact prospects and customers so that they defect. In this report, we review seven critical steps to follow, including a strong change management process, to successfully plan and execute a sales reorganization.
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