Category Archives: Change Management

September 28th, 2012

5 Sales Strategy Execution Derailers and How to Avoid Them

Derailers of Strategy Execution

5 Sales Strategy Execution Derailers and How to Avoid Them


Once you’ve set the sales strategy that’s going to improve your business and take it to the next level, you want to see it succeed. Not only do you not want it to fail, but you also don’t want anything to get in the way of its success or make getting there any more difficult or complicated than should be expected.

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September 26th, 2012

4 Steps to Get Your Sales Reps Selling Your Way

 4 Steps to Get Your Sales Reps Selling Your Way

There’s typically no shortage of ideas and opinions within a group of people, from a company’s managers and leaders down to the sales reps on the front line. But once a strategy has been agreed upon and the steps to execute that strategy are outlined, everyone needs to follow that plan and give it a chance to succeed. If only some follow the plan, then you’ll likely have confusion, frustration, and failure.

It’s important to rein in loose cannons and get your sales reps to sell the way you’ve prescribed for them as best suits your strategy. How can you get your sales reps selling your way? Here are four steps that can help you to weed out rogue sales reps and help them get with the program and stop being a distraction.

1.       Define a clear sales strategy and stay the course.

While there may be good ideas, there is often a lack of understanding about executing strategy. People tend to do too much without really understanding what’s required to execute or the impact on various interdependencies within the organization.

There’s also a tendency to try the flavor of the month — I call it “managing by magazine” or now “managing by blog post.” (You can probably tell when your boss has been reading too many in-flight magazines.) People and organizations can only handle so much change before burning » Continue Reading.

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September 13th, 2012

SellingPower Video: How to Drive Meaningful Change

Dario Priolo Discusses How to Drive Meaningful Change

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“… like trying to fly an airplane while you build it.”

Once people get a good idea, they are sometimes too eager to pursue it in a thoughtful and disciplined manner, choosing instead to plow ahead at full speed. How many times have you begun to put something together and decided to only consult the instructions after you need help?

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September 12th, 2012

SellingPower Video: Change Management Basics for Sales Leaders

If change were a gesture, what would it look like? Chaotic hand waving, totally crazy and out of control, according to Richardson President and CEO David DiStefano.

To try to visualize what change would look like as a hand gesture is an interesting concept. What is not surprising, however, is that the motion would not likely be a fluid, good natured, positive, or simple one. In this video interview with Selling Power TV, Mr. DiStefano talks about change in the workplace and offers Richardson’s model to help their clients successfully navigate the change process.

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September 7th, 2012

Don’t Expect Off-the-Shelf Sales Training to Drive Your Custom Sales Strategy!

Companies are like people and snowflakes: they may look and act similarly, but each one is distinctly different from the other. Remember this comparison as your organization embarks on its next change.

You might think that I’m wrong because identical twins look, well, exactly the same. But what makes them unique is their thought processes and behaviors. In this sense, companies can look like twins yet are still very different. You could have multiple companies operating in the same industry doing the same things, yet achieving dramatically different results. This would be true from fast food (McDonald’s and Burger King) to home improvement (Home Depot and Lowe’s) to technology (Microsoft and Apple) and any other sector.

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August 27th, 2012

Two Levels You Must Consider for a Successful Change Initiative

Two Levels of Change

Change may be a constant in business, but adoption of change within sales organizations can be a slow and often failed initiative if not approached properly. The key is to be aware of and address change on two levels:  the organizational level and the individual level. This dual-level execution is essential for success and must be orchestrated systematically so the salesforce never misses a beat in delivering today’s results while also focusing on the future.

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August 23rd, 2012

25 Questions to Guide Your Company through Strategic Change

Strategic Change

25 Questions to Guide Your Company through Strategic Change

When making strategic changes in your organization, the implications can range from miniscule to far reaching depending on the initiative. The changes could be triggered by market trends or forces, technology, competition, the economy, or the simple (yet complicated) need to shake things up.

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August 15th, 2012

4 Essential Guiding Principles for Driving Change Through Your Sales Force

Driving Change

Many factors drive businesses to change. Whether caused by economic conditions, the emergence of new technology, legislative and regulatory changes, or shifts in demographics and tastes, companies must change to seize new opportunities and stay competitive. And, when the business strategy changes in response to these drivers, sales and marketing organizations must also change to align with the new strategy.

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