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Improving your sales force: Fine-tune or transform?

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The solutions to most sales force challenges are multi-dimensional. Especially when things are not going well (and sometimes even when they are), sales leaders need to know when evolutionary sales force improvements are enough to drive profitable growth, and when it’s necessary to implement a wholesale sales force transformation. If the change is evolutionary, your strategy, organizational structure and team can likely stay intact. If it’s transformational, all three of these things will be disrupted.