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Is Change like Moving Mountains?

We all know Is change like moving mountains?change is hard. Unfortunately – or fortunately, depending on your perspective – change is inevitable for a company’s future success.  Companies budget a lot of money for training firms and consultants to help improve employee skills and business processes, but oftentimes it does not lead to lasting change.  It seems many companies pay tons of money to affect change, but spend no time or effort to manage change. Speaking to many sales leaders, we know that this is a major concern.  No one wants to fail, especially when the stakes are so high. Changing sales people’s behaviors can be a huge task because it has to be balanced with everything else you have on your plate.  And your plate is full. However, if you truly are trying to accomplish a strategic goal and require change in sales skills and/or processes, then sales leaders need to communicate, own, lead and measure. Sales people need to believe that the change is worth the amount of risk, time, energy or money before they buy in. What we have observed is the need for easy to apply concepts and practical guidelines for managing change. So, sales leaders:  make things easier on yourself and provide the necessary focus required to reinforce the changes, and then divide the change initiative into bite sized chunks. Sales leadership needs to communicate that the change initiative is not like moving mountains while demonstrating the benefits of change to the sales team on an ongoing basis.  Implement a crawl, walk, run strategy so that success is shown along the way.  And, to get maximum impact, let your top producers – not your sales leaders – tout their successes since your sales team will want to hear about the top producers’ wins based upon the implemented changes, and then emulate that success. This sounds easy, but we all know change requires discipline, focus, measurement and an eye towards the end goal.  Are sales leaders up for the challenge?

Janice Mars, Principal and Founder of SalesLatitude, is a sales performance improvement consultant and change agent focused on growing top performers to impact bottom line growth. With more than 30 years of experience as a senior business and sales executive, she helps companies build successful sales teams by maximizing their time and resources, selling from the buyer’s point of view, and strengthening the effectiveness of leadership. View my LinkedIn profile | Twitter


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