Often, it’s the story underneath the story that is important to drive results.  All the research from the company demonstrated that the sales force was ambivalent but ready.

However, once launched, use of the new channel wasn’t working. Salvatore Rasa led an effort to ask questions differently, from a cultural change perspective separating issues of sales resistance and technology usage.

Results
Rasa teamed with the client, used the methodology and then co authored the baseline cultural change documents for the client’s North American Sales force.

Revenue increase was dramatic within ninety days.  

Simple misunderstanding and miscommunication about revenue sharing for the traditional sales force was only part of the story. 

The cultural shift of actually using the technology the company sold and connecting it to their own earnings, learning and development revealed an entirely different story.