by Janice Mars | September 20 2018 | 0 Comments

When implementing organizational change, how can executives be sure top-down changes take hold and get results? Here are three things they can do to make positive change happen.

by Janice Mars | August 16 2018 | 0 Comments

If you are a sales manager, sales consultant or sales trainer, your team will always deal with change – if not right now, then perhaps soon. Do your sales people embrace change or resist it?

by Janice Mars | April 12 2018 | 2 Comments

Do you take a different road to work once in a while, or do you drive the same route every day? In life and in sales, stepping out of your routine or comfort zone can lead to greater productivity and success – if you’re willing to try.

by Janice Mars | April 05 2018 | 0 Comments

For sales people and sales leaders, keeping up with the latest sales trends can be overwhelming. And, implementing too much change at once is not only difficult, but can be risky and costly as well. The truth is, not all sales trends should be treated the same. Here are a few tips to keep you focused.

by Janice Mars | January 18 2018 | 0 Comments

Change is hard, but small, tactical sales changes can make a positive impact on sales team effectiveness. This is not about big, strategic sea change here, nor the Prosci ADKAR Model for Change. Here’s why you need to stop cringing and start embracing change.

by Janice Mars | July 20 2017 | 0 Comments

I realized the power of transformation after recently watching the music documentary “The Beatles: Eight Days a Week.” Paul McCartney can still fill a concert hall. As a sales person or sales manager, have you stayed ahead of the curve and captured the power of transformation?

by Janice Mars | June 02 2016 | 0 Comments

The sales technology space is faced with tremendous competition and often with that comes confusion. Here are three key reasons why evaluating, selecting and implementing new sales technology is so darn hard, and ways to make it less painful for everyone involved.

by Janice Mars | May 26 2016 | 0 Comments

Change is hard for many of us, but it’s not brain surgery. Since selling is all about change, it’s important to understand that if change is painful to you, then it’s also painful to your clients. Be your client’s change agent.

by Janice Mars | July 09 2015 | 0 Comments

I just read a blog by David Brock called “The Example We Set, Our People Are Watching” and it got me rethinking change management. I know there are all types of methods, philosophies, training and consulting specifically on how to implement and sustain change. But doesn’t change only happen when leadership mimics the right behaviors?

by Janice Mars | June 11 2015 | 0 Comments

As we head midway through the 2015 fiscal year, I wanted take a look back to see which topics really resonated with my readers. Here’s a summary of my top 6 blogs for 2015 in terms of most viewed and most commented-on. Enjoy!