10 Truths About Leading Change
It's important that you understand our principles, our viewpoints and our attitudes. This is what we advise our bank management clients:
- A bank's sales process must be logical, simple in design and based on data.
- We all have a natural tendency to underestimate the time needed to change people's behavior. Habits that have taken 20 years to develop will not go away in a week.
- Implementing change in your sales process is hard work and is never easy. There are no quick fixes.
- Competing goals and distractions invariably appear. Expect the unexpected.
- Research shows that investing in people produces long-term financial success. No research shows that investment in sales teams produces greater short-term profits.
- Top executives often think that they can transfer ownership of a change initiative to middle management. They tell middle managers to "handle it." Few middle managers can do it alone.
- Sales managers need direction, feedback, recognition and coaching too.
- Not everybody is going to find a more structured sales process appealing. There will be defections.
- If you want them to change, you have to change as well.
- Leading a sales process never ends. You are always going to be working on this.
To get a deeper understanding of our approach we recommend 6 ways to sample our consulting.