“Why wouldn’t you change if you knew these tactics would make you more successful?”
Sales reps, teams, and managers often find it difficult to apply what they learn in sales training’s.
Teams come away from these training’s feeling inspired, only to return to the same tired grind the next work day. Why? At K.Coaching we believe that in order to shift, a company must have an understanding the three facets of change: How to think about change, what it means to invest, and how to grow from there.
The first step to transforming your company, is to “change how you think about change”. Instead of thinking, “This doesn’t affect me, my customers don’t need this”, or “We’ll get to it, but we’re just too busy right now,” learn to think about change more positively.
When working with sales people, we ask them to take the word “change” out of their vocabulary and replace it with “WIN.” Then we tell them what “WIN” stands for: What’s Important Now! In order to WIN, sometimes you must put aside excuses, focus on what’s important, and take the appropriate actions. By concentrating on this acronym, you can prioritize the necessary efforts and make those much-needed changes. After all,“To change is to WIN.”
The playing field today is highly competitive; technology has changed customer needs, and its rapid change makes the ability to remain competitive a constantly moving target. Companies must recognize and accept the challenge that their go-to-market strategies, sales processes, and employees need to change and develop new skills to stay competitive. This requires investment, in the right people.
Companies that desire to change wholeheartedly believe that they must have aggressive, professional, polished salespeople to execute new strategies, embrace change, and pursue personal development. Investing in the further development of tenured and experienced sales reps, who do not demonstrate a genuine desire to embrace change and apply the learning, is a significant waste of time, and resources.
“My rule of thumb? If you cannot change your people, than change your people.”
Businesses that are growing have a clear strategic vision and recognize the need to change, adapt, and act quickly to what is occurring in their market and industry.
Companies must understand both the nature and the pace of change, and meet it to maintain a competitive edge. To prepare to stay ahead of the curve include goals, clear steps, investment approaches, and methods of measuring accountability in your strategic vision.
Change is always challenging, even when we know that a particular change is for the better. Change might feel uncomfortable and painful at times, because it often requires us to move out of our comfort zone. Learning, developing, growing, and doing things differently requires mental, physical, and psychological effort. As a company, your greatest challenge is to leave your comfort zone and embrace change, in order to continuously learn, improve performance, and steadily grow along the way. I once heard the saying “People are like a tree; if you are not growing, you’re dying.”
Which is your company doing?
Krista Moore, president of K.Coaching, Inc., an executive coaching and consulting practice that helps hundreds of companies maximize their full potential through enhancing their sales strategies, sales processes and sales leadership.