Consulting

Senior executives understand that change is easy from the strategic perch of the executive suite, but infinitely more difficult at the place where change really happens — in the trenches.

For sales and account management teams faced with salesforce transformation (transitioning from a narrow set of offerings to complex/total solutions), change can be wrenching for a variety of reasons:

• Different People need to be engaged, often at senior levels. This is new turf for market-facing salespeople who are more comfortable calling on mid-level contacts.
  
• Different Conversations need to transpire. Discussions more about business and less about products and services.
  
• Different Solutions need to be proposed. New offering categories require salespeople to be adept at creating demand. This is mastered by first understanding how to build a case for change.
  

Indeed, salesforce transformation can be daunting. New people may need to be added and current product-driven salespeople must be transformed. New types of sales and account management activities will need to be developed and measured in the CRM. And new sales competencies, especially around demand creation, will need to be developed.

Sogistics has more than 20 years of experience working with client organizations who must "walk the tightrope" of such a salesforce transformation. We understand how to help organizations protect the core, while developing the new opportunities upon which the organization is betting its future.