Thinking of the many organizations that are doing all the tech upgrades and
expect the sales people to improve because of technology.
The reality is much more complex and simple at the same time.
Complex in the fact that a software program or CRM platform or sales
automation initiative alone will not solve the problem of getting mediocre
to poor performing sales people moved up to top performing account
executives.
Yet simple in that the formula to success is an engagement at the sales
level where both parties (top management and the sales force) have "skin in
the game" and create an evolving, thriving sales environment.
Not to say, don't upgrade your sales back office. You should look where it
makes sense and provides the necessary impetus to juice the sales team.
For permanent behavior change and significant performance results, a process
needs to be implemented that provides top management and the sales force a
roadmap to success.
That is ultimately where most companies take the easy road and decide to
tweak (or worse - pretend to tweak) when they need to be implementing a
gradual and determined change agent.
Getting top management and sales people on the same page is a long term,
behavioral organizational change technology alone does not solve.
The Pease Group engages clients in deliberate, yet significant operational
change. Technology is only a small part of this process.