Radio interview: How to avoid sales productivity dips
Rick Cheatham, BTS Partner and head of the US Sales Practice, recently sat down with Sales Lead Management Association Radio to discuss change in sales organizations and the recently-released book Selling Vision.
Sales change is risky for all sales organizations, but it doesn't have to be detrimental. In this interview, Cheatham discusses his logic around sales transformations and the X--XY--Y selling model.
Listen to the full radio episode here:
About Rick Cheatham
Rick Cheatham leads the US Sales Practice for BTS. He works with clients such as Google, Salesforce.com, and IBM to drive their sales efforts into the future. Rick leads a team of over 20 consultants and conceptualizes many of the BTS solutions deployed in the US.
He is passionate about making work a place salespeople come to be successful, is totally pragmatic and experienced in getting results through being a purpose-driven leader, and has an uncommon balance between vision and how things really get done.
He is co-author of Selling Vision, a groundbreaking approach to selling in a world demanding change. Get a sneak peek and buy Selling Vision on Amazon here.
Prior to BTS, Rick was a sales leader for both regional and global account teams. Ultimately he led the sales force of a $1B business unit through a restructuring and shift in how they sold has shaped his thinking on how organizations can change what and how they sell faster and more effectively.
Rick lives in Austin with his wife, Jen, and four kids.
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