PhoneBox Perspectives

“All or Nothing” Hurts Change Management

There are myriad ways to approach change

We’ve all been part of conversations where strict adherence to a process or methodology takes precedence over requests from the people responsible for implementing (and living with) it. Typically, it’s motivated by experience and a desire to have the best possible solution in place, from the start. Even with that positive foundation, effective change isn’t something that be led exclusively by directive and finding ways to incorporate stakeholder input and ideas, even in small ways, can have a significant impact on engagement, adoption and advocacy.

Flexibility is the key to adoption

Here’s an example of how this might show up in a business going through a sales transformation:

One of the key elements might be a new CRM, but that takes a lot of time and effort. It’s something that is likely to yield results in the long run…if the sales team gets on board and inputs information. At the same time, the sales team might be asking for new marketing materials. It’s easy to see that in the long run, the CRM is more likely to generate positive results for the organization, but it won’t help your sales team tomorrow.

Though you might have to move resources around, there’s a strong case to be made for updating the requested marketing materials as an interim step in your transformation. You don’t want it to become a huge project in and of itself, but this could be an opportunity for some “low hanging fruit” wins that demonstrate the value your organization places on the perspective of your sales team.

By meeting them with a short-term solution, you are setting the stage for collaboration throughout the longer transformation project – one that requires buy-in from your sales team to succeed to its fullest potential. It’s a small compromise that can yield big results when it comes to helping people through the change process.

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