The 6 must-have ingredients for successful Sales Transformation
Description
Jonny Adams brings decades of hands-on experience driving high-impact transformation and commercial excellence across professional services, technology, and financial sectors in Europe and the US. In this episode, he dives deep into what it takes to achieve Go-to-Market (GTM) transformation, aligning strategy, people, and technology to deliver measurable growth.
You’ll learn:
What GTM transformation really means and why it matters for your growth mandate.
Key internal and external components: market insights, proposition clarity, planning, team design, and tools.
Triggers for transformation: investment growth, PE consolidation, and new C-suite hires.
Leadership challenges in transformation: alignment, tenure, and change management pitfalls.
How to select the right vendors and avoid technology fatigue.
The importance of people, mindset, and capability assessment to ensure the right talent in the right roles.
Multi-functional alignment: why Marketing and Sales KPIs must talk the same language.
0:00 - GTM transformation overview
6:32 - Core components of GTM transformation
8:59 - Transformation triggers & investment impact
10:56 - Leadership challenges: tenure, alignment & change
14:52 - Leadership as the hub & change management gaps
20:31 - Communication risks in transformations
23:10 - Vendor strategy & tech considerations
28:09 - Watchouts: tech fatigue & CRM reliance
30:28 - Talent, mindset & capability assessment
36:51 - Multi-functional alignment for Marketing & Sales
40:27 - Closing remarks
United States
