#140 – Transforming sales in a declining market (Part 1) w/ Carl Day

It’s the first part of a two-episode discussion this week on The Sales Transformation Podcast as Phil speaks to Carl Day, Chief Sales Officer at Apogee.  When Carl joined Apogee in early 2020 the office print industry was in decline, and Covid only made matters worse. Carl saw that transformation was needed, and began the shift towards a more client-centric sales force. He tells Phil about the challenges he faced communicating the benefits of this new way of thinking to the sales team and to customers alike.  Highlights include:  [07:40] – The initial challenges to sales transformation at Apogee [12:36] – It’s difficult to shift customer thinking from short-term to long-term [19:40] – The biggest mistake you can make is not training managers how to manage  Make sure to tune in next week for Part 2!  Connect with Philip Squire on LinkedIn Connect with Carl Day on LinkedIn   Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.