The economy is changing, buyers are more skeptical and you are working harder and longer for the same or less revenue. You have concluded the necessity for or have been asked to lead a change initiative. The problem identified is that what you or your organization have been relying business development specific simply is not working to the point where you can gain the traction necessary to get to the next level. The time, energy, effort and desire are present, however real change and the results are not.
Business Owners: Are you facing Growth Obstacles, Stagnant Sales or an Inconsistent approach to Business Development that have you stuck on the Sales Plateau?
How much of a role do you play in your own level of dissatisfaction?
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Change triggers fear reactions and these reactions can lead to resistance. Understanding the fears the cause resistance to change will help you to find communication strategies to reduce the amount of resistance that can impede you from achieving the results you desire.
So, you are going over the same thing with the same sales people each Monday morning, right. They nod, smile and acknowledge your advice however by Tuesday you find them exhibiting the same counterproductive behavior we were discussing the day before!
First let’s understand the cause. Sales people resist change because of a variety of reasons.
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