Best-in-class sales organisations place an enormous emphasis on building frontline capabilities during a transformation; this applies to their own sales force and channel partners. They recognize that otherwise there is no hope of any new tool or new approach delivering results.
Successful sales transformation programs rely on a deep understanding of the needs of your customer, the salespeople and a willingness to work back from there to deliver insights that actually help reps sell better. The best sales organisations use data to understand the effect of all the steps in sales, from what matters most in driving a sales opportunity forward to where reps struggle or miss opportunities.
They then package those insights and send them to sales reps. Actively involving sales reps in the process empowers the sales force and greatly increases the chances of providing relevant and easy-to-use solutions.