Coming into an organization and providing information to your sales team, sales leaders or over-all organization is just a part of leading change within an organization. Change Management is a step that shouldn’t be ignored regardless of the amount of change or the size of an organization. My first step is always to get to know the stakeholders as well as some of the team to get their insights and buy-in. What else is currently going on within the organization that might influence or affect the receptivity of the team? What is the current message that is being provided that I can help tweak, support or even redirect? The art of learning starts before I begin my sessions be it a one-on-one meeting or group session. Have management and informal leaders led from a positive position about my assistance or has the message been one of “this is just something we have to do” which will drive to failure.
I can provide information, whether or not anyone chooses to be motivated to learn and make changes is up to the team. What happens when I walk out the door? Although I implement check-ins from managers into my training it is now up to the leaders to hold accountable, drive adoption with desired change and continue to support positive momentum. Without the full circle from start to finish the information provided will be something that folks listen to, perhaps even like, that fails to make an impact. We’re a team to make sure that doesn’t happen!