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New Sales Leaders, Create a Compelling Message for Change

New Sales Leaders, Creating a Compelling Message for ChangeYou have transitioned into your new sales leadership position and have assessed your company’s culture, organization, clients and your teams – both those who report directly to you and those that influence your success. Like most new sales leaders, you want to make your mark in your new position. You are excited to find out that so much is working well but have identified some areas where change would be beneficial. Now it’s time to get everyone to buy into this change and understand the benefits. What’s the best way to do that? Create a compelling message for change. A compelling message energizes and compels people to make change a reality. It provides a vision to motivate people to want to change, and provides a purpose and meaning to employee’s day-to-day activities engaging them to be a part of the change process. The more you can get buy-in for the change and transfer the ownership of change to them, the more empowering it is for all. People need to believe the change is important, meaningful and will help them be more successful in order to for them to be part of it. As a new sales leader, this compelling message is your vision. Its success is critical to your success. Here’s what you can do to make it stick:
  • Communicate your vision in short, simple, clear terms
  • Be clear about the reason for the change
  • Give the message a name and repeat it along with a phrase or metaphor, so it’s easy for everyone to remember and keep top of mind
  • Be passionate about the change
  • Be specific and provide 2 to 3 clear actions for people to take
  • Ensure everyone understands their specific role in this change process
  • Always get feedback and input from others
It takes a village for change to happen. This is your time to make your mark. Janice Mars, SalesLatitudeJanice Mars, principal and founder of SalesLatitude, is a senior business and sales executive with more than 30 years of experience helping companies build successful sales teams. She has parlayed that experience to help her clients to improve their sales processes, accurately forecast revenues, ensure focus on winnable opportunities, and attain consistent results. View my LinkedIn profile | Twitter   Image courtesy of markuso at

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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