by Dr. Robert W. Hammond 

Avoiding the Carnage is a guidebook for business leaders, sales leadership, sales management, and salespeople on how to navigate a sales transformation to minimize salesperson turnover. This guidebook identifies the hidden costs and policies that kill growth and shares tactics, tools, theories, and research that provide a practical approach to avoiding the carnage of lost revenue and increased costs for the company, community, and salesperson.

  • Paperback: 210 pages
  • Publisher: Informing Science Press (February 8, 2018)
  • Language: English
  • ISBN-10: 1681100347
  • ISBN-13: 978-1681100340
  • Product Dimensions: 6 x 0.5 x 9 inches     

  • Contents


    Contents vii

    Acknowledgements ix

    Preface xi

    Introduction:  Avoiding the Carnage 17

    Chapter 1:  You Can’t SPIF Change 25

    Chapter 2:  Chasing Unicorns and the Kiss of Death 43

    Chapter 3:  A Different Perspective on Sales Transformation 59

    Chapter 4:  Inside the Sales Transformation Big Black Box 81

    Chapter 5:  No One Remembers the Cake 105

    Chapter 6:  Paying for Transformation or Paying the Price 121

    Chapter 7:  Managing the Sales Transformation Process 143

    Chapter 8:  Becoming a Guide 161

    List of Figures 185

    List of Tables 187

    Appendix A: From Theory to Practice 189

    Appendix B: Theory Summaries 194

    Appendix C: Close Date – Stage Mismatch 197

    Index 199

    References 205

    About the Author 209


    Avoiding the Carnage: A Guidebook through Sales Transformation

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