Re-Engineering requires culture changes in a
sales organization
Traditional Management Model
Focus on product
Company knows best
Transactions
Individual performance
Fire-fighting management
Blame/punishment
Short-term (year or less)
Intolerant of errors
Autocratic leadership
Bureaucratic
Top-down decisions
Inward focused
Total Quality Management
Model
Focus on service
Customer knows best
Relationships
Team Performance
Continuous improvement
Support/reward
Long-term (years)
Allows mistakes
Participative Relationship
Entrepreneurial
Consensus decisions
Outward (customer) focused