Summary
While many technology vendors aspire to transform their sales organization away from a transactional approach to more value-added selling, executing on that change is a tall order. To successfully oversee the migration from current practices to more desired ones, sales enablement professionals must develop a more programmatic view of driving change. Developing a roadmap of the whole journey first, and then breaking it down into a series of incremental modifications overtime allows the organization to digest the changes required to achieve the desired end state with minimal disruption.
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