CHANGE MANAGEMENT 

In Sales Leadership

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'Managing the
operational changes required during the pandemic
is a critical skill, both for sales leadership -- and for sales professionals following management's lead.​'

CLASS OVERVIEW

Change is a constant in many of our lives. All around us, technologies, processes, people, ideas, and methods often change, affecting the way we perform daily tasks. Covid-19 has forced Sales Leaders to rethink how their sales teams will sell. This workshop will give sales leaders the tools to implement changes to Sales Operating Procedures more smoothly and to have those
changes better accepted by the team. This workshop will also give all participants an understanding of how change is implemented and some tools for managing reactions
to change.

 

Today’s change management initiatives have become a business discipline, driving bottom-line results through changes in systems and behaviors. Managing the operational changes required during the pandemic is a critical skill, both for sales leadership -- and for sales professionals following management's lead.

 

 

Session 1  Preparing for Change

After the Completion of this Session Participants will:

  • Understand the connection between Change Management and Sales Leadership

  • Be introduced to 7 Change Management  Models used to manage change.

  • Assess 4 Sales Leadership problems using one or several change management models as a guide.  

Session 2  Leading and Managing the Change

After the Completion of this Session Participants will:

  • Be able to create and deliver a Change Management Vision Statement.  

  • Be able to assess and manage their role in a change management initiative.   

  • See the practical application of change management as a discipline in rolling out sales programs.  

Session 3  Using Appreciative Inquiry

After the Completion of this Session Participants will:

  • Understand how to build a communication plan for change management.

  • Know the connection between Sales Leadership and formalized change management projects. 

  • Work together in class to work through a formalized change management communication plan. 

  • Know the importance of the Appreciative Inquiry Model in bringing about change and see its application in sales leadership.  

Session 4  Building Resiliency

After the Completion of this Session Participants will:

  • List the steps necessary for preparing a change strategy and building support for the change

  • Describe the WIFM – the individual motivators for change

  • Use needed components to develop a change management and communications plans, and to list implementation strategies

  • Employ strategies for gathering data, addressing concerns and issues, evaluating options and adapting a change direction

  • Utilize methods for leading change project status meetings, celebrating a successful change implementation, and sharing the results and benefits

  • Describe the four states of Appreciative Inquiry, its purposes, and sample uses in case studies

  • Use strategies for aligning people with a change, appealing to emotions and facts

  • Describe the importance of resiliency in the context of change, and employ strategies the

  • change sales leader and individual change participant can use to foster resiliency

Pre-work:  2 Hours before each session
Post-Work: 1 Hour after each session
Class work: 4 x 1.5 Hrs Live Online Sessions