Change Implementation Challenges

  1. Change weakens our performance for awhile – some of our resources will be tied up and there are always some extra effort and problems to deal with the change.
  2. In change there is connected more uncertainty (e.g. risks, surprises, problems) than normal activity – some people enjoy the excitement and change some others won’t, i.e. there are big differences between people how eager they are for change
  3. Change is often managed / implemented badly – leaders do not have change implementation skills, most leaders manage things not people and most leaders often use authoritative models, i.e. controlling, argumentation and confrontation.

Culture Eats Strategy for Breakfast

Most strategies and plans fail when rolled out to the organization because culture eats strategy for breakfast. Naturally occurring groups of people, i.e. tribes in every organization make up its culture.

One very powerful tool for firstly understanding these tribes and current state of your business is Tribal Leadership. The Tribal Leadership also helps you to defining your goals and thirdly providing tools for achieving the goals.

People Buy from People

Selling is said to be 20% of products & processes and 80% of people. Yet, all traditional sales trainings concentrate on the sales process as a product introduction process and don’t pay enough attention to the difference of customers. I.e. how and why people react differently during the sales process and how their rational and emotional needs can be identified and satisfied.

Are you able to answer to key questions of successful sales process:

  1. How can I identify customers‘ rational & emotional needs?
  2. How do I handle customer objection, e.g. price, delivery terms?
  3. Why is it more difficult to work with some customers but I create trust and rapport with some other?
  4. Why can I better understand decision making process of customers?