“A new breed of commercial transformation is rewriting the playbook on how to deliver successful, sustained, above-market growth. At least as much investment is needed in organizational culture and health as in the intricacies of what will change on the ground. Not only do all the pieces of the transformational jigsaw puzzle have to fit, but the picture they create also has to be clear and easily understood by everyone. A strong leader needs to ensure that the enthusiasm, energy, and momentum is sustained throughout the process. It’s likely to be one of the most challenging things a company undertakes—but it has the potential to be the most rewarding, both for your people and for achieving above-market growth.”

1. Know where you are and where you’re going
2. Create a transformation team built on trust
3. Score quick wins
4. Activate the organization
5. Commit to coaching
6. Hardwire a performance culture

By Homayoun Hatami, Kevin McLellan, Candace Lun Plotkin and Patrick Schulze.

Via Six steps to transform your marketing and sales capabilities