What is it about?
Sales success is of paramount importance in todays´ business life. Coaching builds a core element for successful change management. This case example describes the instruments and approach for a practical transition for a financial service provider to become more sales oriented. This case example provides insights into the challenges and solutions to change the mindset and the capabilities within an organization to become more sales oriented. The successful practical change example builds strongly on coaching of the individuals in an organization to enable and motive the transition.
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Why is it important?
Sales is the key for revenues. Motivating people to change their behaviour towards more sales but at the same time to ensure a customer-centric organization is complex. The case provides valuable insights in the transition management to solve the complex managerial challenges.
Perspectives
How to change organizations to become more sales oriented but not loosing sight of the customer? A practical success example provides necessary insights and instruments
Prof Marc Dressler
University of Ludwigshafen
Read the Original
This page is a summary of: Coaching bei der HVB — Realisation einer Vertriebsoffensive, January 2006, Springer Science + Business Media,
DOI: 10.1007/978-3-8349-9342-7_14.
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