Research Materials

Champion change in your sales organization

Feb 06, 2018

Written by: Mark Hirschfeld and Walt Ruckes
(View Author Bio)

Shifting customer expectations, competition from all sides, a never-ending stream of product launches, evolving technologies and a whole array of internal changes require your sales reps to stay nimble, informed and inspired every day.

Culture Clash vs. Culture Cue:

8 Steps to Sales Success

Being on the front line, your sales team experiences more change than just about any position.

The ability to embrace change is difficult for even the best performers. But what about reps who aren’t top performers? If all these changes challenge the best reps, what about your core and lagging salespeople? They will only fall further behind. And as much as this may seem to be their problem, it’s really your problem.

This problem can become your opportunity. Your core sales performers represent a huge percentage of your overall sales – and they hold your biggest opportunity for growth.

Download our guide to keeping your sales team at the top of their game. Download

Help your sales reps navigate change.

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Mark Hirschfeld

Vice President of Consulting Services
Sales

Mark Hirschfeld is Vice President of Sales Engagement Strategy at BI WORLDWIDE. He’s passionate about helping companies develop more engaged, productive places to work. Mark is the co-author of "Re-Engage: How America’s Best Places to Work Inspire Extra Effort In Extraordinary Times", published by McGraw-Hill.

Contact us to get your sales team moving.

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Walter Ruckes

Vice President
Sales and Channel Engagement

As Vice President of BI WORLDWIDE’s Sales & Channel Engagement Group, Walter Ruckes' primary focus is to develop sales and channel engagement strategies and solutions that change the behaviors of sales people, distributors, dealers and channel sales representatives. An expert in sales incentive strategy, he educates sales professionals around the world on how to best engage their sales force through sales engagement strategies, solutions and best practices.