The counterintuitive secret to lasting change in sales organizations
"No matter what I do, they don't seem to listen!" The person sighed with frustration in his voice. He'd been trying all kinds of different things to get his organization to change but to no avail. The thing they wanted to change seemed pretty straightforward on the surface. They wanted to sell on value and stop giving discounts. But their salespeople simply didn't get it. They'd done everything they were supposed to. They'd changed the...