As your business grows, it’s integral that your sales organization evolves with it. This means that your sales processes need to be adapted to match the state of your business, a change that requires your management and sales team to be on board.
For a change to be successful, you want your employees to commit, not just comply with the changes. Commitment means they're on board and compliance is forced, which is toxic for your organization. So, to ensure that the changes positive for your business, management and sales team, I’ve come up with these two change management techniques.
Change Management Technique: Define Roles and Responsibilities
With a change to a sales organization, comes change to how tasks are managed. This requires your management team to redefine their roles and responsibilities, something I recommend they do by creating a R-A-C-I chart. Classify which team member is responsible for which task using a RACI chart and voila - your roles and responsibilities are reflected to match the change.
- Responsible - person responsible for performing the task
- Accountable - person accountable for the task, but the team is doing the work to complete it
- Consulted - person that needs to consult, but not involved in a day-to-day basis
- Information - person that needs to be informed when a decision is made
Change Management Technique: Sales Report Evaluation
To determine that the sales team is implementing the changes, their sales reports need to be carefully assessed.
First, focus on what is going well then challenge their progress with respectful skepticism. For example say, “I trust you know your accounts, let me play devil’s advocate just so we can be sure as a team that the deal will close this week.” Doing so allows you to ask questions needed to determine how realistic is it that the accounts will close.
Secondly, focus on the challenges. Bringing challenges to the forefront of a team meeting is beneficial for change management as it creates a collaborate, opposed to a management experience, thus inclining team member to become involved with the change.
Change management involves being prepared for the change, developing change management plans and taking action to implement the plan. To be successful at change management, however, it’s important that the change is reinforced and with these 2 techniques and with positivity, your will commit to the change in no time.