5. Make Change what your Team does Best
Change is only hard when perceived as such. What if the participation in the new program alleviates pain, confusion, or internal obstacles to sales success? What if salesforce can see how some new tool will help them succeed? What if we do not simply ‘add new work’ but ‘remove work’ as new tools are added to the toolbox? (When computers where added, we did not continue to expect workers to type out forms in triplicate using carbon paper as well as type it into the computer—the computer replaced pain in the system.)
When we allow people to perceive change differently, we get different behavior. When people say they do not like change, they are really saying “I don’t want more added to my pile.” People embrace change when they see a practical way it will help them be more successful in their work, or how it removes confusion/pain. Since the only thing we know is that conditions will change, make adapting and creating capabilities that your team does best.