A102: Sales Transformation:Culture Still Eats Strategy for Breakfast!

Track A: Science of Sales – Monday 24 April 
11:15 – 12:00

Decades ago, Peter Drucker observed that “culture eats strategy for breakfast.” Today, as related to sales transformation, that sage advice could not be more relevant. In this session, using case study examples, Jim Dickie profiles how companies such as Aon Insurance, Fairchild Semiconductor, and SAS have successfully dealt with the culture change needed for their companies to maximize the impact that process, CRM, and knowledge can have on their organizations’ ability to turn how they engage customers into a strategic competitive edge. Attendees to this session also receive a copy of CSO Insights’ “2017 Sales Performance Optimization Key Trends Analysis,” based on a survey of more than 1,000 small, medium, and large enterprises.

Presented by: Barry Trailer