January has been a month of change at CFS, both on the blog and in the podcast. So in this “CFS Talks Sales” roundtable, we share best practices for managing change as a sales leader.
In case you missed it, check out Rebecca’s eBook here.
In the podcast, we shared advice for managing change that sales leaders can apply in many situations. We shared examples of how change impacts sales, some risks of failing to effectively manage change, stories of leaders who have successfully managed change, and best practices leaders can use.
Rebecca talked about a company that held a wedding ceremony for their new vendor relationship. Arianna discussed how Dominos has become a technology company, and I built my reputation as the negative one. And Charles shared how Criteria for Success got its name – the story includes Valentines. Make sure to listen for that!
Keys to Managing Change
- Arianna advised leaders to use their PlayBook to document changes.
- Charles recommended that leaders form cross-functional teams when they are managing change initiatives.
- Rebecca reminded us to stay positive.
- I recommended looking for areas of resistance and developing plans for addressing them.
Resources for Managing Change
We referenced a few of our free resources in the podcast, and you can find them here.
- Change Ignites Growth: 7 Ways to Use Change as an Opportunity – This is Rebecca’s newest eBook on change with 7 exercises you can use as you are managing change.
- A Simple 10 Step Change Management Process for Sales Success – I mentioned this eBook I wrote with a change management process and best practices.
- Motivating Your Sales Team: The 4 Dimensions of Sales Motivation – Rebecca referenced this eBook I wrote on motivation.
- Making Client Relationships Work – This resource explains the client evolution process Charles mentioned.
- How to Develop a Healthy Sales Culture: 8 Steps to Create a Healthy Sales Environment in Your Organization – We talked a lot about culture, and this resources gives advice for improving your sales culture.
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