Analyze your existing selling organization's demands and challenges against the existing structure, skill sets and competencies. Recommend changes and enhancements to address the current and future realities.
Create incentives that promote desired behaviors and results.
Analyze the effectiveness and efficiency of your existing channel-to-market approach. Recommend changes and enhancements to address the current and future realities.
In addition to ensuring that we anticipate "what if's" that would impact the successful deployment and acceptance of new systems, we also focus on disabling the legacy systems that removes the "back door" way of getting things done.