| change management in sales: Essential Account Planning Mark Donnolo, 2017-05-23 Sales growth starts with planning Sales accounts are harder than ever to win, let alone keep. Globalization, cloud computing, and crowdsourcing create a marketplace where any account can be lured away by a hungry startup. And the face-time advantage? Forget it. Today's high-quality sale will likely involve six or more decision makers. That's why it's time to get strategic about how sales teams frame their approach. In Essential Account Planning, sales enablement expert Mark Donnolo blends his years of experience with expert interviews and stories to show you how planning can reliably drive revenue. His five-point framework will prepare you to address the arguments you're certain to hear against account planning, such as lack of commitment, ownership, and time. Each sales organization is unique, but most have similar challenges and succeed using common principles. And chances are, sales reps in your company already perform many of these account planning tasks, albeit on the fly or independent of others. This book's ready-to-use tools and templates will help you get everyone on the same page to deliver immediate results. In this book, you'll learn how to: Develop a consistent account plan structure. Create the habits and culture of an ongoing planning process. Navigate the politics that impede information sharing. Many salespeople believe that more selling creates more sales, but the salespeople who invest in account planning become the true sales leaders. Use Essential Account Planning to bring stability to your sales organization and start seeing the rewards of planning today! |
| change management in sales: Leading Change John P. Kotter, 2012 From the ill-fated dot-com bubble to unprecedented merger and acquisition activity to scandal, greed, and, ultimately, recession -- we've learned that widespread and difficult change is no longer the exception. By outlining the process organizations have used to achieve transformational goals and by identifying where and how even top performers derail during the change process, Kotter provides a practical resource for leaders and managers charged with making change initiatives work. |
| change management in sales: ADKAR Jeff Hiatt, 2006 In his first complete text on the ADKAR model, Jeff Hiatt explains the origin of the model and explores what drives each building block of ADKAR. Learn how to build awareness, create desire, develop knowledge, foster ability and reinforce changes in your organization. The ADKAR Model is changing how we think about managing the people side of change, and provides a powerful foundation to help you succeed at change. |
| change management in sales: HBR's 10 Must Reads on Managing People Daniel Goleman, Jon R. Katzenbach, W. Chan Kim, Renée A. Mauborgne, 2011 Business. |
| change management in sales: Rapid Results! Robert H. Schaffer, Ron Ashkenas, 2005-10-05 Rapid Results! shows how to make large-scale changes succeed by using 100-day results-producing projects to develop this vital implementation capability. Written by Robert H. Schaffer, Ronald N. Ashkenas, and their associates—leaders in the field of change management—Rapid Results! describes an approach that has been field-tested by real organizations of every size and description to improve performance and speed the pace of change. Rapid results projects produce results quickly, introduce new work patterns, and enable participants to learn a variety of lessons about managing change. Step by step, the book describes how the use of rapid-cycle, or 100-day, projects will multiply your organization's power to succeed at large-scale change. Schaffer and Ashkenas specifically outline the concept behind 100-day projects and show you how to Set up the architecture to implement rapid results projects Improve operational performance and also attain hard results in the soft areas of management Build rapid results into major organizational change such as reorganization, acquisition integration, and international development Use rapid results to drive leadership development and culture change |
| change management in sales: Reconsidering Change Management Steven ten Have, Wouter ten Have, Anne-Bregje Huijsmans, Maarten Otto, 2016-06-23 Despite the popularity of organizational change management, the question arises whether its prescriptions and dominant beliefs and practices are based on solid and convergent evidence. Organizational change management entails interventions intended to influence the task-related behavior and associated results of an individual, team, or entire organization. There is a perception that a lot of change initiatives fail and limited understanding about what works and what does not and why. Drawing on the field of psychology and based on primary research, Reconsidering Change Management identifies 18 popular and relevant commonly held assumptions with regard to change management that are then analyzed and compared to the four specific themes laid out in the book (people, leadership, organization, and change process), resulting in their own set of assumptions. Each assumption will have a brief introduction in which its relevance and popularity is explained. By studying the scientific evidence, in particular meta-analytic evidence, the book provides students and academics in the fields of change management, organizational behavior, and business strategy the best available evidence for the acceptance or dropping of certain (change) management assumptions and their accompanying practices. By exploring the topics people, leadership, organization, and process, and the related assumptions, change management is restructured and reframed in a prudent, positive, and practical way. |
| change management in sales: Innovative Change Management (ICM) H. James Harrington, 2018-02-21 Innovative Change Management (ICM) represents the accumulated wisdom and knowledge of one of the world’s foremost performance improvement specialists. It includes a clear and thorough explanation of the necessary critical tools for creating a system that results in a much higher percentage of your initiatives progressing to successful projects. Studies conducted by organizations such as Gartner, Ernst & Young, and Harrington Management Systems indicate that on average less than 25% of the innovative projects achieve sustained success. The American Productivity Quality Center's 2018 survey report pointed out that 88% of the organizations felt that process management discipline must be changed and 53.8% felt they must create a continuous improvement culture. Through the effective use of the ICM methodology, you can turn thousands of lost employee hours into millions of dollars in increased profit. This book unveils to the reader for the first time how ICM combines project change management, culture change management, and project management concepts to create an effective and innovative organization. These concepts combined result in homogeneous improvements in performance improvement and cultural change. The book outlines a step-by-step procedure designed to apply ICM to complex programs such as process redesign and supply chain management as well as to simpler ones such as relocation of offices. In addition, it provides field-tested change methodologies to help you systematically include change into your strategic management plan. This book shows you how to: Set the stage for ICM. Develop a new management style that encourages innovation. Develop and implement a project change management methodology to support the project management methodology. Develop a cultural change management program. How to reward and recognize the innovation activities generated by your employees. Make ICM an important part of the strategic plan. Help employees understand the career-enhancing aspects of change How to maximize your organization’s ROC (return on change). Most of the activity related to change management focuses on successfully implementing individual projects. Statistics indicate that this is not enough to keep up with today’s rapid changing innovative competition. As most profitable organizations are working diligently on increasing their innovation capabilities, this focus is requiring a completely new restructured management style and behavioral patterns that are foreign to most of today’s successful managers. |
| change management in sales: The GE Work-Out David Ulrich, Steve Kerr, Ron Ashkenas, 2002-03-22 Famous Work-Out change-management tool explained by the people who helped develop it. GE's legendary Work-Out program played a key role in the company's phenomenal success over the past decade and has been implemented in many other organizations. Now three executives and consultants who developed the original Work-Out approach at GEoften working directly with CEO Jack Welchdiscuss the inner workings of Work-Out and their experiences at successfully implementing the program at GE. Filled with effective assessment and decisionmaking tools, The GE Work-Out provides concrete and realistic guidance for anyone who wants to implement Work-Out and break down bureaucracy and hierarchy within an organization. |
| change management in sales: Changing Change Management Darren McCabe, 2020-01-03 The literature on Change Management works from the premise that management possesses the power to achieve change and this is evident in that resistance is little more than a footnote in most textbooks. This assumption sits uneasily, however, with the high failure rate of Change Management interventions. This book seeks to explain this paradox by providing a critical ‘relational’ approach towards Change Management. What would a book on Change Management look like that takes resistance seriously? This book attempts precisely this by exploring how resistance is as much a part of change as the strategies of those that seek to enact it. The findings are drawn from a qualitative study of organizational transformation in a Local Government Authority in the UK. Its detailed empirical insights enable readers to explore organizational change from many different perspectives considering issues such as the strategic use of metaphor and counter-metaphors; management and employee resistance; organizational politics and cynicism. It will be of interest to researchers, academics, and students interested in change management, organizational studies, human resource management, and critical management studies. |
| change management in sales: Leading Change toward Sustainability Bob Doppelt, 2017-09-08 As the world struggles to cope with the growing threat of a global carbon crisis, Doppelt has revised one of the best books ever written about change management, leadership and sustainability to focus on de-carbonisation. Doppelt's research, presented in this hugely readable book, demystify the sustainability-change process by providing a theoretical framework and a methodology that managers can use to successfully transform their organisations to embrace sustainable development. Filled with case examples, interviews and checklists on how to move corporate and governmental cultures toward sustainability, the book argues that the key factors that facilitate change appear in the successful efforts at companies such as AstraZeneca, Nike, Starbucks, IKEA, Chiquita, Interface, Swisscom and Norm Thompson and in governmental efforts such as those in the Netherlands and Santa Monica in California. For these and other cutting-edge organisations, leading change is a philosophy for success. Leading Change toward Sustainability has been used by change leaders around the world to guide their internal global warming and sustainability organisational change initiatives. This new edition is essential reading for leaders from all types of organisations. |
| change management in sales: The Harvard Business Review Leader's Handbook Ron Ashkenas, Brook Manville, 2018-10-16 The one primer you need to develop your leadership skills. Put aside all the overhyped new frameworks, the listicles, the 10 best things you need to succeed as a leader today. The critical leadership practices--the ones that will allow a leader to make the biggest impact over time--are well established. They're about how you create a vision and inspire others to follow it. How you make difficult strategic choices. How you lead innovation. How you get results. These fundamental skills are even more important today as organizations and teams become increasingly networked, virtual, agile, fast-moving, and socially conscious. In this comprehensive handbook, strategy and change experts Ron Ashkenas and Brook Manville distill proven ideas and frameworks about leadership from Harvard Business Review, interviews with senior executives, and their own experience in the field--all to help rising leaders stand out and have a big impact. In the HBR Leader's Handbook you'll find: Concise explanations of proven leadership frameworks from Harvard Business Review contributors such as Clayton M. Christensen and Michael E. Porter In-depth case studies of senior leaders such as Jim Wolfensohn at the World Bank, Paula Kerger at PBS, Darren Walker at the Ford Foundation, and Jim Smith at Thomson Reuters Step-by-step guidance to help you understand and start implementing six core leadership practices: building a unifying vision, developing a strategy, getting great people on board, focusing on results, innovating for the future, and leading yourself |
| change management in sales: Simply Effective Ron Ashkenas, 2009-02-08 The level of complexity in most organizations today is staggering-and it's only getting worse. There are so many choices to be made, people to involve, processes to manage, and facts to analyze, it's impossible to get things done. And in today's hypercompetitive world, that can be fatal. Yet complexity doesn't happen on its own. Managers unwittingly create it, often through well-intended decisions. In Simply Effective, Ron Ashkenas provides a playbook for regaining control, focused on the four major causes of complexity: -Constant changes in organizational structures -Proliferation of products and services -Evolution of business processes -Time-wasting managerial behaviors The author provides a diagnostic for identifying how these causes of complexity are affecting your organization-and presents practical tactics for combating each one. Ashkenas also explains how to craft a strategy that will make simplification an ongoing driver of your company's success-no matter where you work in your organization. Abundant examples from companies like ConAgra Foods, GE, Cisco, Zurich Financial Services, and Johnson & Johnson illuminate his points. A crucial resource in today's overly complex age, Simply Effective should be required reading for everyone on your management team. |
| change management in sales: Managing at the Speed of Change Daryl R. Conner, 2006-02-07 This classic, newly updated, is an indispensable source for anyone–from mid-level managers to CEOs–who must execute key business initiatives quickly and effectively. Once groundbreaking and now time-honored, Managing at the Speed of Change has helped countless business leaders learn how to orchestrate transitions vital to their organizations’ success. Rather than focusing on what to change, this book’s aim is far more valuable: It shows readers how to change. Daryl R. Conner, founder and chairman of the consulting firm Conner Partners, is a leading expert on change management. He has served as “change doctor” for clients that include non-profit enterprises, government agencies and administrations, and Fortune 500 companies in an array of industries such as Abbott Laboratories, PepsiCo, American Express, Catholic Healthcare West, JPMorgan Chase, and the U.S. Navy. Based on Conner’s long-term research and his decades of consulting experience, Managing at the Speed of Change uses simple, easy-to-understand language and elegant visuals to explore the dynamics of change, and in doing so, teaches readers • why major change is difficult to assimilate • what distinguishes resilient individuals from those who suffer future shock • how and why resistance forms • how people become committed to change • why organizational culture is so important to the success of change • the roles most central to change in organizational settings • why powerful teamwork is at the heart of achieving change objectives, and how to foster it In this pioneering book, updated for the twenty-first century, Conner demonstrates how both individuals and organizations can develop the capacity not only to endure change but to thrive on it. |
| change management in sales: Change Management Robert A. Paton, Rob Paton, James McCalman, 2000-05-02 `Change Management is a well-structured and well-written book which has wide appeal for undergraduates, postgraduates and practitioners. It provides a comprehensive coverage of the issues related to organizational change and its management. It has a good, coherent structure which starts with a definition of change and a general examination of the antecedent factors, as well as the skills and competencies required of managers in facilitating the change process.... The style and content of the book are of an extremely high quality, indicating the book′s deserved reputation as a core textbook in this area′ - Leadership and Organization Development Journal This new and updated edition of the highly successful MBA and undergraduate text on change management uses current examples with a strategic focus to guide students through the issues and processes associated with managing change. The new edition: - provides a framework for applying different models to different scenarios; - offers proactive approaches to change that relate to business performance; - gives practical, step-by-step means of handling change; - illustrates with up-to-date real-life case studies. Students using Change Management will gain a greater understanding that effective solutions to change problems need to combine technological, organizational and people-oriented strategies. In this sense the book adopts a process-based approach to management. It will also encourage students to familiarize themselves with the different contingencies that affect management and the most effective measures for dealing with them. |
| change management in sales: Change Without Pain Eric Abrahamson, 2004 A refreshingly non-revolutionary approach to change based on ten years of research that shows how transitions can be effective, cost-efficient, and painless In this powerful and refreshing book, he outlines a positive new approach to change called “creative recombination.” Rather than obliterating and then reinventing anew—the change approach advocated by most gurus and “experts” over the last twenty years—creative recombination seeks sustainable, repeatable transformation by using the firm’s existing resources more wisely. Abrahamson identifies five key elements that every company has—people, structures, culture, processes, and networks—and offers a broad toolkit of techniques for recombining, reusing, and redeploying these resources to achieve smoother, more cost-efficient, less painful organizational change. |
| change management in sales: Successful Change Management in Health Care Annette Chowthi-Williams, Geraldine Davis, 2022-03-03 Change is frequent in healthcare, yet change management is often far from perfect. This book considers the complexity of change within large organisations, explores existing models of change and emphasises the vital role of emotional and cognitive readiness in successful change management. Despite the plethora of organisational change management approaches used in healthcare, the success rate of change in organisations can be as low as 30 percent. New thinking about change management is required to improve success in service development, improvement and innovation. Arguing that emotional and cognitive readiness for change requires engagement with the people involved, and a thorough understanding of areas of friction and potential challenge, this book also delves into the neglected issue of emotion, examining emotional labour and emotion and change. It investigates how human emotion can be incorporated into Change Management Models, alongside and intertwined with cognitive approaches, to support effective change. Using the NHS as a central case study, this book incorporates examples of actual change from a range of healthcare settings from acute to primary care, enabling readers to see how Change Management Models can be adapted and utilised in practice. This is an essential read for students, as future change leaders, and practitioners and managers leading and managing change in healthcare. |
| change management in sales: Sales Management Paolo Guenzi, Susi Geiger, 2017-09-16 Sales Management offers a global perspective on the opportunities and issues facing today's sales managers. Current textbooks have failed to move beyond the US context; Sales Management provides unique access to European and international experts, with globally relevant case studies. |
| change management in sales: Managing Change in Organizations Nadja Sörgärde, Stefan Svenningson, 2019-11-04 In Managing Change in Organizations, Stefan Sveningsson and Nadja Sörgärde explore a broad range of perspectives on change management, encouraging critical reflection and making sense of a complex field of theories. Their unique approach based around three key perspectives of change will help students understand: How change is accomplished – the tool perspective What change means for those involved – the process perspective And Why is change initiated (and is it necessary) – the critical perspective This focus on the common how, what and why questions offers students the chance to learn pragmatic tools for managing change, as well as gain an in-depth understanding of different theories and their value. The book is complemented by a range of online resources including PowerPoint Slides, Multiple Choice Questions, and a selection of SAGE Business Cases and journal articles. Stefan Sveningsson is Professor of Business Administration at the School of Economics and Management, Lund University, Sweden. Nadja Sörgärde is a Senior Lecturer at the School of Economics and Management, Lund University, Sweden. |
| change management in sales: Managing and Leading Organizational Change Mark Hughes, 2018-10-10 Organizational change impacts upon all organizations regardless of size and sector. In this unique organizational change textbook, important ongoing debates about managing change and leading change are combined, giving a broader perspective that encourages readers to engage with both management and leadership. In combination, management and leadership insights inform how organizations are changing and how we can make a positive difference in such processes of change. Managing and Leading Organizational Change speaks both to the applied and practical aspects of organizational change, as well as questioning the research and evidence base of organizational change practices. Chapters begin with real-world insights, followed by coverage of the major theories. The ongoing nature of these debates is signposted through the inclusion of questioning sections with research case studies showcased. This textbook will be particularly beneficial for final year undergraduates and postgraduates studying organizational change, strategic change, change management and change leadership modules. |
| change management in sales: HBR's 10 Must Reads on Change Management, Vol. 2 (with bonus article "Accelerate!" by John P. Kotter) Harvard Business Review, John P. Kotter, Tim Brown, Roger L. Martin, Darrell K. Rigby, 2021-03-30 Lead change amid constant turbulence and disruption. Get more of the ideas you want, from the authors you trust, with HBR's 10 Must Reads on Change Management (Vol. 2). We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help you successfully transform your organization. With insights from leading experts including John Kotter, Tim Brown, and Roger Martin, this book will inspire you to: Master the eight accelerators of strategic change Turn your culture into a catalyst for transformation Use your network ties to win over resisters Apply design thinking to secure buy-in Scale agile practices across your organization Get reorgs right Avoid pursuing the wrong changes This collection of articles includes What Everyone Gets Wrong About Change Management, by N. Anand and Jean-Louis Barsoux; Cultural Change That Sticks, by Jon R. Katzenbach, Ilona Steffen, and Caroline Kronley; Culture Is Not the Culprit, by Jay W. Lorsch and Emily McTague; The Network Secrets of Great Change Agents, by Julie Battilana and Tiziana Casciaro; Design for Action, by Tim Brown and Roger L. Martin; Agile at Scale, by Darrell K. Rigby, Jeff Sutherland, and Andy Noble; The Merger Dividend, by Ron Ashkenas, Suzanne Francis, and Rick Heinick; Getting Reorgs Right, by Stephen Heidari-Robinson and Suzanne Heywood; and Your Workforce Is More Adaptable Than You Think, by Joseph B. Fuller, Judith K. Wallenstein, Manjari Raman, and Alice de Chalendar. HBR's 10 Must Reads paperback series is the definitive collection of books for new and experienced leaders alike. Leaders looking for the inspiration that big ideas provide, both to accelerate their own growth and that of their companies, should look no further. HBR's 10 Must Reads series focuses on the core topics that every ambitious manager needs to know: leadership, strategy, change, managing people, and managing yourself. Harvard Business Review has sorted through hundreds of articles and selected only the most essential reading on each topic. Each title includes timeless advice that will be relevant regardless of an ever‐changing business environment. |
| change management in sales: The Effective Change Manager's Handbook Richard Smith, David King, Ranjit Sidhu, Dan Skelsey, APMG, 2014-11-03 The Effective Change Manager's Handbook helps practitioners, employers and academics define and practise change management successfully and develop change management maturity within their organization. A single-volume learning resource covering the range of knowledge required, it includes chapters from established thought leaders on topics ranging from benefits management, stakeholder strategy, facilitation, change readiness, project management and education and learning support. The Effective Change Manager's Handbook covers the whole process from planning to implementation, offering practical tools, techniques and models to effectively support any change initiative. The editors of The Effective Change Manager's Handbook - Richard Smith, David King, Ranjit Sidhu and Dan Skelsey - are all experienced international consultants and trainers in change management. All four editors worked on behalf of the Change Management Institute to co-author the first global change management body of knowledge, The Effective Change Manager, and are members of the APMG International examination panel for change management. |
| change management in sales: Agile Change Management Melanie Franklin, 2021-10-03 The second edition of Agile Change Management provides essential tools to build change manager capabilities and ensure change initiatives are embedded effectively throughout the organization. This book is a comprehensive resource for creating a roadmap that is flexible and unique to each organization to manage any type of change initiative. Detailing all the processes, activities and information needed, from creating the right environment for change to completing iterative tasks, it shows how to respond to different needs as they arise, reducing the potential for wasted time and resources. The updated second edition features chapters on behavioural change and decomposition in planning iterations, and new material on prototyping for business needs and virtual leadership. Whether implementing a large-scale transformation or working through projects at micro-level, Agile Change Management provides tools, frameworks and examples necessary to adapt to and manage change effectively. |
| change management in sales: Enterprise Change Management David Miller, Audra Proctor, 2016-04-03 One of the biggest challenges facing organizations today is the ability to deliver the necessary change to sustain competitive advantage and adapt to economic and market environments. However, the gap between what organizations would like to deliver and their capabilities to do so is getting increasingly wide. Enterprise Change Management provides a practical roadmap for bridging this gap to help organizations build the sustainable capabilities to implement a portfolio of changes. Based on research on change performance from over 300 organizations and 400,000 data points over a 21-year period, Enterprise Change Management will help diagnose the root causes of the organizational change gap, manage demand for change and create the context for successful continuous change in the organization. This book introduces five core capabilities - adaptive leadership; executing single changes effectively; managing the demand for change; hiring resilient people and creating the context for successful change. Frameworks, processes and tools help readers assess change capabilities and then create a strategy to close the change gap and improve performance in their organization. |
| change management in sales: Change Management Jeffrey M. Hiatt, Timothy J. Creasey, 2003 Change management is the missing piece that takes good ideas and turns them into business success. This book is not only a solid introduction to the discipline of change management, but is the primer to catalyze change leadership and competency in your organization. The responsibility for creating competencies to manage and lead change does not rest solely with HR, but lies within all management, right to the seat of the CEO. This book is a practical look at what it means to manage the people side of change |
| change management in sales: The Change Monster Jeanie Daniel Duck, 2002-08-13 A Powerful Look at Corporate Change and Why Mergers, Reorganizations, and Transformations Succeed or Fail “[One of the] best business books of 2001 . . . [a] useful and intelligent tool for coping with the inevitable metamorphoses of business (and life).” —Miami Herald “Provocative imagery . . . useful questions for managers to ask themselves.” —Harvard Business Review “The Change Monster not only talks intelligently about the social dynamics and emotions of people [in change efforts], it does so with wisdom, insight, and practicality.”—Daniel Leemon, executive vice president and chief strategy officer, Charles Schwab Corporation “A practitioner’s primer on revitalization that puts you in the shoes of some who have failed and others who have succeeded. In doing so, Jeanie Daniel Duck graphically delivers her main message to management: Learn to master the emotions and obsessions of those who stand in the way of change, including your own, and once you do, you have your hands on a miraculous engine for change.” —Michael Useem, professor of management and director of the Center for Leadership and Change at the Wharton School, University of Pennsylvania, and author of The Leadership Moment and Leading Up “Duck is an acute and empathetic observer of the changes erupting in the workplace from the convulsive nature of corporate evolution. . . . Jeanie Duck’s terrific book is a . . . useful and intelligent tool for coping with the inevitable metamorphoses of business (and life). Sensitive but tough, Duck’s compassionate wisdom is street smart without a trace of glibness.” —Miami Herald |
| change management in sales: Globality Hal Sirkin, Jim Hemerling, Arindam Bhattacharya, 2008-06-11 An absolutely stunning -- and scary - wake-up call that reveals how the economic world is about to change dramatically in the next few years as dozens of RDEs (Rapidly Developing Economies) begin to assert themselves as major economic powers. Globalization is about Americans outsourcing product development and services to other countries. Globality is the next step, where rapidly developing economies from around the world are now competing with us head to head. The authors present a strong case that the economic climate in which we have lived is going to change in unprecedented ways. ...their insights into the competitive battle in emerging markets are so keen. -- William J. Holstein of The New York Times Many American chief executives, it turns out, are aiming at emerging markets...And they will find many insights into prevailing in those battles in this book. -- William J. Holstein of The New York Times ...for any corporate strategist pondering the challenges and opportunities of globalization, this book is an indispensable guide. -- John Cummings of Business Finance While the global economy has been a hot topic for at least two decades, it is in constant need of updating ...GLOBALITY...does the job nicely. -- BNET [This] vividly detailed tome describes the latest shift in globalization from a one-way street of Western domination to an increasingly competitive global playing field, where businesses from once-discounted nations are solidifying their standing. -- CIO Insight Whatever the next New World Order turns out to be, the advice in GLOBALITY will come in useful, for multinationals and individual workers alike. -- Business Pundit A smart discourse on how local companies in developing economies, such as China, India and Brazil, are bucking tradition and going for broke on their own terms... -- BNET This book is a must-read for leaders of companies in the developed world who want to get into the globality act and stay in it. -- Cecil Johnson, McClatchy-Tribune News Get ready for a new wave of challengers, 'bursting their way onto the big stage.' So say the three authors of this smart analysis about the latest developments in global competition -- Andrea Sachs of TIME |
| change management in sales: Tempered Radicals Debra Meyerson, 2003 This text explores the experiences of tempered radicals. These are people who want to become valued and successful members of their organisations without selling out on who they are and what they believe in. |
| change management in sales: Beyond Performance 2.0 Scott Keller, Bill Schaninger, 2019-07-03 Double your odds of leading successful, sustainable change Leaders aren’t short on access to change management advice, but the jury has long been out as to which approach is the best one to follow. With the publication of Beyond Performance 2.0, the verdict is well and truly in. By applying the approach detailed by authors, Scott Keller and Bill Schaninger, the evidence shows that leaders can more than double their odds of success—from thirty percent to almost eighty. Whereas the first edition of Beyond Performance introduced the authors’ “Five Frames of Performance and Health” approach to change management, the fully revised and updated Beyond Performance 2.0 has been transformed into a truly practical “how to” guide for leaders. Every aspect of how to lead change at scale is covered in a step-by-step manner, always accompanied by practical tools and real-life examples. Keller and Schaninger’s work is distinguished in many ways, one of which is the rigor behind the recommendations. The underpinning research is the most comprehensive of its kind—based on over 5 million data points drawn from 2,000 companies globally over a 15-year period. This data is overlaid with the authors’ combined more than 40 years of experience in helping companies successfully achieve large-scale change. As senior partners in McKinsey & Company, consistently named the world’s most prestigious management consulting firm, Keller and Schaninger also draw on the shared experience of their colleagues from offices in over 60 countries with unrivaled access to CEOs and senior teams. Beyond Performance 2.0 also dares to go against the grain—eschewing the notion of copying best practices and instead guiding leaders to make choices specific to their unique context and organization. It does this with meticulously balance of focus on short- and long-term considerations, and on fully addressing the hard technical and oft cultural elements of making change happen. Further, the approach doesn’t just focus on delivering change; it builds an organization’s muscle to continuously change, making it healthier so that it can act with increased speed and agility to stay perpetually ahead of its competition. Leaders looking for a proven approach to leading large-scale change from a trusted source have found what they are looking for in Beyond Performance 2.0. |
| change management in sales: Sales Management That Works Frank V. Cespedes, 2021-02-23 Named to the longlist for the 2021 Outstanding Works of Literature (OWL) Award in the Sales & Marketing category In this smart, practical, and research-based guide, Harvard Business School professor Frank Cespedes offers essential sales strategies for a world that never stops changing. The rise of e-commerce. Big data. AI. Given these trends (and many others), there's no doubt that sales is changing. But much of the current conventional wisdom is misleading and not supported by empirical data. If you as a manager fail to separate fact from hype, you will make decisions based on faulty assumptions and, in a competitive market, eventually fall behind those with a keener grasp of the current selling environment. In this no-nonsense book, sales expert and Harvard Business School professor Frank Cespedes provides sales managers and executives with the tools they need to separate the signal from the noise. These include how to: Hire and deploy the right talent Pay and incentivize your sales force Improve ROI from your training programs Create a comprehensive sales model Set and test the right prices Build and manage a multichannel approach Brimming with fascinating examples, insightful research, and helpful diagnostics, Sales Management That Works will help sales managers build a great sales team, create an optimal strategy, and steer clear of hype and fads. Salespeople will be better equipped to respond to changes, executives will be able to track and accelerate ROI, and readers will understand why improving selling is a social as well as an economic responsibility of business. |
| change management in sales: Sales Management. Simplified. Mike Weinberg, 2015-10-21 Packed with case studies, Sales Management. Simplified. offers a proven formula for prospecting, developing, and closing deals—in your time, on your terms. Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies to find the answer - and it's one that may surprise you. Typically, the issue lies not with the sales team but with how it is being led. Through their attitude and actions, senior executives and sales managers can unknowingly undermine performance. Weinberg tells it straight by calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news is that with the right guidance, results can be transformed. In Sales Management. Simplified., Weinberg teaches managers how to: Implement a simple framework for sales leadership Foster a healthy, high-performance sales culture Conduct productive meetings Put the right people in the right roles Retain top producers and remediate underperformers Point salespeople at the proper targets Blending blunt, practical advice with funny stories and examples from the field, Sales Management. Simplified. delivers the tools every sales manager needs to succeed. Managing sales doesn't have to be complicated, and the solution starts with you! |
| change management in sales: Change Intelligence Barbara A. Trautlein, 2013 In the world of business, the ability to handle constant change makes the difference between success and failure. Today, executives, supervisors, and project managers have plenty of methodologies for managing change, yet the failure rate of major organizational change is still an abysmal 70 percent. In this innovative guide, Barbara Trautlein argues that this is because our current approaches are inadequate when not used in tandem with a deep understanding of change intelligence, or CQ the skill set required to lead a team or company through vital transformations. Inside, she gives readers access to a proprietary, interactive CQ assessment that s based on substantial research and experience in working with hundreds of top organizations. And after readers learn their own change leader style, they go on to discover practical strategies for leveraging their strengths and shoring up their weak spots. Trautlein, a leading authority on change leadership, keeps the theory light and delves into insightful case studies drawn from her decades of experience. Her example-based approach allows readers to plainly see how they can start driving real transformation not by adopting yet another new tool but by bolstering their own capacity for change leadership. |
| change management in sales: Change Management Frank Voehl, H. James Harrington, 2017-11-13 Change Management: Manage Change or It Will Manage You represents a substantial core guidance effort for Change Management practitioners. Organizations currently contend with increasingly higher levels of knowledge-driven competition. Many attempt to meet the challenge by investing in expensive knowledge-driven change management systems. Such syste |
| change management in sales: Transforming Sales Management Grant Van Ulbrich, 2023-05-03 How can sales managers coach their teams through multiple, sometimes stressful, rollouts? You can teach your team to embrace and manage change from the bottom up. Global sales management and transformation leader Grant Van Ulbrich makes a compelling case for tackling this issue using an innovative change management model designed with sales teams in mind. Transforming Sales Management begins with an overview of sales management, sales transformation and change management. Showcasing the issues of organization-focused frameworks in today's current sales atmosphere, the book makes a case for a bottom-up change management model: SCARED SO WHAT. Transforming Sales Management takes readers through the implementation of the model used at various Fortune 100 groups, universities and institutions, detailing the framework in two parts: SCARED (Surprise, Champion/Conflicted, Action, Receptive/Rejective, Explore, Decide) and SO WHAT (Strategy, Options, Way forward, Hope, Actions, Taking ownership). The author explains the emotional impact of change and why it's important to critically reflect and focus on actions before making a decision and responding to it. The book applies the model to complex sales situations and provides useful support tools to help readers react when confronted with change. Readers will learn how to help their sales teams navigate corporate rollouts, changes to organizational design, the implementation of new technologies, rejection of sales opportunities and changing customer expectations. |
| change management in sales: The Shape of Change Nicola Busby, 2017-07-14 No organisations, change initiative or stakeholder is ever the same. The way business change management is shaped to work with and get the best out of every different change situation makes a vital contribution to the success of the change. The Shape of Change is the first business change management book to focus solely on the practical challenges of how to plan, implement and embed successful business change initiatives in a wide range of organisations from the business change manager’s point of view. It focuses on shaping every different change approach to take into consideration each individual situation including organisational culture, the type and impact of change the initiative, the attitudes and concerns of stakeholders and the potential for resistance within the organisation. Using a series of example change initiatives in private, public and non-profit sectors, it describes the change management journey, highlighting key points where business change management interventions are essential, and exploring how it feels to undertake business change initiatives in a wide range of situations, from communicating the initial change idea to ensuring the change is embedded and working well in business as usual. Accessible and comprehensive, The Shape of Change is relevant to anyone working in or planning organisational change. |
| change management in sales: Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance Jason Jordan, Michelle Vazzana, 2011-10-14 Boost sales results by zeroing in on the metrics that matter most “Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success.” —Arthur Dorfman, National Vice President, SAP “Cracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century.” —Mike Nathe, Senior Vice President, Essilor Laboratories of America “The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field—and this book tells how do to that in an easy-to-understand, actionable manner.” —Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions “There are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn’t see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results.” —John Davis, Vice President, St. Jude Medical “Cracking the Sales Management Code is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader.” —Bob Kelly, Chairman, The Sales Management Association “A must-read for managers who want to have a greater impact on sales force performance.” —James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University “This book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great!” —Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories About the Book: There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed? Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover: The five critical processes that drive sales performance How to choose the right processes for your own team The three levels of sales metrics you must collect Which metrics you can “manage” and which ones you can’t How to prioritize conflicting sales objectives How to align seller activities with business results How to use CRM to improve the impact of coaching As Neil Rackham writes in the foreword: “There’s an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.” Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don’t. It will change the way you manage your sellers from day to day, as well as the results you get from year to year. |
| change management in sales: The Human Change Management Body of Knowledge (HCMBOK®) Vicente Goncalves, Carla Campos, 2018-01-31 I am happy to recommend this work. I believe in the principles presented in it and identify with its context. Due to the lack of knowledge on the subject in the market, it is a topic that must be made known. The book should be in the library of all project and change managers.— Paul Dinsmore, PMI Fellow Every manager should integrate HCMBOK® practices into their project management methodology in order to fully develop their work. This book addresses a simple and practical way that the critical component in organizational change management can be applied to projects of all kinds: the human factor.— Bruno Machado, Director, Project Management Office, Grupo Anima Educação We live in a time of change, speed, and an avalanche of information. It is still very difficult for most companies to change their organizational culture efficiently. This book makes us reflect upon the crucial element in any change, and which most managers do not place in the foreground—the people. — Joyce Meyer, CEO, iDigo In today's constantly changing world, the Project Manager must have sensitivity to how people react to change. Knowing a method that provides a structured way to take care of the human aspect is a key factor in the success of any project! HCMBOK® offers a simple and practical approach to managing change, which can be easily incorporated into the project management routine, providing amazing results.— Pedro Augusto Cardoso da Silva, Engineering Director, METRÔRIO This reference starts by presenting the concept of change management, its players, strategies, and applicable models. In the second part, the book covers the set of good practices, methodology, and tools known as the HCMBOK®— Human Change Management Body of Knowledge. The third part introduces the concept of the Change Management Office (CMO) and its relation to the strategic planning of an organization. The book concludes with the competencies essential for a change manager, an approach to agile methodologies, and a model for managing cultural change. |
| change management in sales: The Heart of Change John P. Kotter, Dan S. Cohen, 2012-10-23 Moving beyond the process of change Why is change so hard? Because in order to make any transformation successful, you must change more than just the structure and operations of an organization—you need to change people’s behavior. And that is never easy. The Heart of Change is your guide to helping people think and feel differently in order to meet your shared goals. According to bestselling author and renowned leadership expert John Kotter and coauthor Dan Cohen, this focus on connecting with people’s emotions is what will spark the behavior change and actions that lead to success. Now freshly designed, The Heart of Change is the engaging and essential complement to Kotter’s worldwide bestseller Leading Change. Building off of Kotter’s revolutionary eight-step process, this book vividly illustrates how large-scale change can work. With real-life stories of people in organizations, the authors show how teams and individuals get motivated and activated to overcome obstacles to change—and produce spectacular results. Kotter and Cohen argue that change initiatives often fail because leaders rely too exclusively on data and analysis to get buy-in from their teams instead of creatively showing or doing something that appeals to their emotions and inspires them to spring into action. They call this the see-feel-change dynamic, and it is crucial for the success of any true organizational transformation. Refreshingly clear and eminently practical, The Heart of Change is required reading for anyone facing the challenges inherent in leading change. |
| change management in sales: Understanding Organizational Change Jean Helms-Mills, Kelly Dye, Albert J Mills, 2008-09-10 This exciting new text fills the gap in the management literature on organizational change. It presents a balanced view, which raises questions about the imperative of change, who’s interests are being served, how change programmes impact on employees and why organizations continually engage in such programmes. It gives readers a comprehensive history of: change management literature types of change techniques over time (i.e. TQM, BPR, Balanced Scorecard, Six Sigma, etc.) the role of management gurus in the rise and fall of management fashions the impact of organizational change on organizational members. The authors provide case vignettes of companies from both sides of the Atlantic, which have undergone some of the better-known change techniques, and explore the reasons for their successes and failures. This is an innovative and important new text for students of organizational behaviour, organizational change, strategy and HRM. |
| change management in sales: Managing Strategic Change Noel M. Tichy, 1983-05-03 Shows how managers can use the conceptual framework of TPC theory (technical, political, and cultural dynamics) to cope with major strategic reorientation. Raises such fundamental questions about the nature of organizations. What business(es) should we be in? Who should reap what benefits from the organization? What are the values and norms of organizational members? Provides concepts and workable technologies for dealing with these questions and preparing for future change. Includes extensive examples. |
| change management in sales: Organizational Change in the Human Services Rebecca Ann Proehl, 2001-08-15 Organizations today { whether public or private { exist in environment s where the pace of change is dizzying. Human service organizations fa ce both external and internal challenges: The public demands better se rvices at more reasonable costs. Clientele is more diverse, more strat ified, and more vocal than ever. The organizations themselves must kee p up with rapid changes in technological innovation and labor-manageme nt relationships. Organizational Change: The Human Services Challenge looks at the context of organizational change, describes how individua ls and systems change, and pinpoints keys to successful change. Author Rebecca Proehl then presents a proven model of organizational change, built on lessons learned from both the public and private sectors, bu t tailored for human service organizations. Proehl also discusses in d epth labor union-management issues, the political strategies leaders m ust use to implement change, and how to build collaborative relationsh ips in human services. |
CHANGE Definition & Meaning - Merriam-Webster
The meaning of CHANGE is to make different in some particular : alter. How to use change in a sentence. Synonym Discussion of Change.
Change starts here · Change.org
Change.org is an independent, nonprofit-owned organization, funded entirely by millions of users just like …
CHANGE | English meaning - Cambridge Dictionary
CHANGE definition: 1. to exchange one thing for another thing, especially of a similar type: 2. to make or become…. …
Change - definition of change by The Free Dictionary
n. 1. The act, process, or result of altering or modifying: a change in facial expression. 2. The replacing of one thing for another; substitution: a …
Change - Definition, Meaning & Synonyms | Vocabulary.com
The noun change can refer to any thing or state that is different from what it once was. Change is everywhere in life — and in English. The word has …
CHANGE Definition & Meaning - Merriam-Webster
The meaning of CHANGE is to make different in some particular : alter. How to use change in a sentence. Synonym Discussion of Change.
Change starts here · Change.org
Change.org is an independent, nonprofit-owned organization, funded entirely by millions of users just like you. Stand with Change to protect the power of everyday people making a difference.
CHANGE | English meaning - Cambridge Dictionary
CHANGE definition: 1. to exchange one thing for another thing, especially of a similar type: 2. to make or become…. Learn more.
Change - definition of change by The Free Dictionary
n. 1. The act, process, or result of altering or modifying: a change in facial expression. 2. The replacing of one thing for another; substitution: a change of atmosphere; a change of …
Change - Definition, Meaning & Synonyms | Vocabulary.com
The noun change can refer to any thing or state that is different from what it once was. Change is everywhere in life — and in English. The word has numerous senses, both as a noun and …
Change Definition & Meaning - YourDictionary
To put or take (a thing) in place of something else; substitute for, replace with, or transfer to another of a similar kind. To change one's clothes, to change jobs.
Change: Definition, Meaning, and Examples - usdictionary.com
Dec 2, 2024 · "Change" is an essential term used to refer to a variety of processes or states indicating a difference in condition, position, or state. Embracing and understanding "change" …
What does change mean? - Definitions.net
What does change mean? This dictionary definitions page includes all the possible meanings, example usage and translations of the word change. the process of becoming different. The …
CHANGE Definition & Meaning | Dictionary.com
To change something is to make its form, nature, or content different from what it is currently or from what it would be if left alone. How is change different from alter?
CHANGE - Meaning & Translations | Collins English Dictionary
Master the word "CHANGE" in English: definitions, translations, synonyms, pronunciations, examples, and grammar insights - all in one complete resource.
