Leading one major transformation is difficult. Leading three at the same time is another challenge entirely.

In this episode of Mastering Sales Leadership, Bill Kantor speaks with Luis Brito, CRO of ALLPLAN, about leading simultaneous business model, commercial, and sales transformations. Luis shares practical lessons on moving from perpetual licensing to subscriptions, redesigning sales organizations, aligning incentives, and leading teams through uncertainty.

Key Discussion Points

• 01:58 The three simultaneous transformations
• 03:37 Why subscription changes everything
• 07:28 Building the transition strategy
• 13:09 Creating a global commercial organization
• 18:45 Redesigning the sales model
• 25:09 Lessons learned leading transformation
• 39:20 Leadership principles that build commitment

If you're responsible for forecasting, scaling revenue, or leading organizational change, this conversation offers practical insights you can apply immediately.

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