Category Archives: change leadership

May 20th, 2013

Leaders Leading Change: How to Hold Each Other Accountable to Follow Through


Leaders Leading Change: How to Hold Each Other Accountable to Follow Through

“To be accountable means that we are willing to be responsible to another person for our behavior and it implies a level of submission to another’s opinions and viewpoints.”  — Wayde Goodall

As a reminder, here is what we have covered so far and what we’ll cover here in our series on Five Essential Elements of an Effective Change Leadership Program:

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February 8th, 2013

Change Leadership: Owning the Vision

In two earlier posts, I introduced change leadership  and explored how to create a vision. The next step is to own and create shared ownership of the vision.

Here is a summary of four basic rules to follow in leading a successful change:

You can’t delegate or relinquish total ownership of the change. Don’t announce the change and then disappear to let your lieutenants run the show. If your employees sense a lack of interest or passion on your part, they’ll follow accordingly. Stay in touch, communicate frequent progress updates, praise wins, and establish a feedback loop to know that the change initiative is working and not suffering from “whisper down the lane.” You can’t do it alone. You need to enlist others in championing the change and the benefits to be gained from it. Trickle ownership down throughout each layer of leadership. Hold leaders and sales managers accountable and responsible for carrying out the change.

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February 6th, 2013

Change Leadership: Creating the Vision

Change Leadership

In an earlier post, I introduced the topic of change leadership  and how it differs from normal, everyday leadership. Let’s take a deeper dive into creating the vision.

All too often, even in companies where the vision is fairly well articulated, it doesn’t always hold tight in a roomful of leaders when we start to examine the components of the vision. If they don’t buy it or don’t think it’s necessary or possible to achieve, then you might as well stop what you’re doing. It must pass the sniff test as well as withstand the almighty WIIFM (What’s in it for me?).

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February 4th, 2013

What Is Change Leadership?

Change Leadership

A Guide to Leadership and Change (Part 1 of 3)

There’s leading through normal times, and then there’s leading your organization through a change. You might be tempted to say that there’s no difference between change leadership and everyday leadership, but that would be naïve. Change leadership has its own demands and requires a different mindset and an extra set of capabilities in order to lead your organization to a new place.

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January 25th, 2013

Thriving After a Change in Executive or Sales Leadership

Sales Leadership

Thriving After a Change in Executive or Sales Leadership

Change is good, right? That usually remains to be seen later down the road after time and thoughtful consideration. When there’s a change in executive or sales leadership in your organization, what will the impact be on you and your team?

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October 1st, 2012

Richardson Clients Win Gold and Silver in Brandon Hall Excellence Awards

Brandon Hall Excellence Awards

Richardson Clients Win Gold and Silver in Brandon Hall Excellence Awards – Consultative selling skills and systematic approach to sales coaching and change leadership proven to help companies execute sales strategy and drive business outcomes


Richardson clients took top honors in the 2012 Brandon Hall annual Excellence in Awards for Learning, Talent Management, and Sales and Marketing. The awards included:

Gold, Best Model of a Growth Focused Organization — Cox Media Gold, Best Program for Sales Training and Performance — Experian Silver, Best Sales Leadership Development Program — Cummins

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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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