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Free sales training resources from the top sales experts, authors, and trainersSales Leadership: 6 Tips for Working at the Speed of Change
Written By: Richard F. Libin
Total Views: 4119
How can sales leaders create an environment that embraces change and allows sales representatives to evolve and gain success for themselves and the business?
Today, it’s no longer simply about change. It’s a given that things change. Today, it’s all about how fast you can change. In sales, working at the speed of change is no longer an option. Those that don’t, quickly become irrelevant and replaceable.
Change is the one constant throughout history, and it is responsible for innovation, learning, exploration, and discovery. Your life is a series of changes, from crawling to walking and driving, and from cooing to talking and texting. And, the one thing these changes have in common is that we can’t control them. No one would have imagined the potential demise of movie theaters, music stores, shopping malls, and taxi cabs, among other things, would have happened so quickly and thoroughly.
So how do managers create an environment that welcomes and rewards change? Consider these precepts.
- Everything that you know today will change. Accept it. Plan for it.
- There are no magic potions for success. Business processes must evolve constantly, so examine them critically and assess your vulnerabilities. Habitually look for the new opportunities that will set you apart and help you beat your competitors.
- Learn constantly. Education and training must be as instant and unavoidable as change. Encourage “learning workers,” who quickly and consistently absorb new information and discover new ways to use it effectively. Put a priority on education and training and offer them to every employee.
- Look at obstacles and mistakes as opportunities to learn. Is there a new or better way to do something? Then try it and see if it applies to other areas. Be flexible.
- Challenge the status quo. Ask “WHY” and “WHY NOT?”
- Work at the speed of change. Anticipate and keep one step ahead of it. Demonstrate leadership by trying new ideas.
Working at the speed of change is not an option. Unless you and your business can adapt, you will be left behind. After all, most businesses don’t suffer from a lack of new ideas that drive change, they suffer from underutilizing those ideas or failing to work at the speed of change.
