Managing Sales Force Change with Simulation
Increasing complexity in the market and shifts in product portfolios are radically changing the skills and strategies that determine sales success. Companies are responding to the need for new sales force models but finding it no easy task to secure their successful implementation. Kevin Dolgin, Senior Principal at IMS Health considers why change management capabilities - involving practical simulation - are a critical tool in defining, managing, and implementing recommended sales management processes – ensuring the smoothest transition, critical buy-in and maximum return on investment.
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