How well are YOU Driving Change?
As a sales manager or a salesperson, does the idea of change draw you in and compel you to take action? We all know that although change can be positive and is ever present in today’s hyperactive world, it is also challenging. Have you wondered what other sales leaders and professionals are doing to drive change? Here are three elements of effective and lasting change, and what you can do now to start to make the change process more productive.
First, establish a Sense of Urgency– Change within a team or a customer requires a concentrated effort to become effective. In John Kotter’s Eight Stage Change Process http://goo.gl/wnTjbk creating a sense of urgency with those involved is most important. By clearly articulating the impact (positive or negative) that the change initiative will provide and the benefit that the change provides to them, you will be better able to inspire them involved to move.
Second, Establish Ownership – People are more likely to drive change if they are actively involved in the solution. And while that takes a bit more effort up front, the payoff is significant in execution. An initiative that is led by the right people, with the skill level needed, will be more likely to succeed.
And finally, the third element is Developing a Compelling Vision – Team members and companies respond positively to a compelling vision. Though most leaders provide intellectual and financial reasons for change, having emotional buy-in is equally important.
Remember, individuals, whether internal or at the customer level, often change behaviors because they want to, because the value of change is compelling, and because it benefits them significantly as individuals. To alter course within a large organization holds greater challenges – and commands greater benefits. When you can define and impart the impact of change, get the right leaders in place, and write an engaging vision statement for what is next, you are on the way to a positive and lasting difference.
Think about it.