Today's sales model often calls for teams of multi-disciplinary individuals to sell a firm's capabilities to clients. The objective is to harness the skills, knowledge, and perspectives of individuals within an organization on behalf of a client. It is not enough to organize the sales force in teams-it requires true behavioral change and a set of processes, tools, and metrics that support the desired approach. The session content details the 12-month collaboration between The Baron Group, a leading authority on team dynamics and Prudential Retirement's "Top of the Rock University." The initiative, which commenced in late 2004, integrated training, marketing, and communications to truly change the sales culture of the organization.

Learning Objectives - Design training initiatives that focus on the critical competencies of sales teams. Design a holistic approach for developing high-performing sales teams. Create processes, systems, and tools that support sustainable behavior change.