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Making It Happen: A Simple Framework to Drive Sales Results

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Beating the competition requires constant change. It means doing things differently…which isn’t always easy. Changing habits is hard, especially if people are successful in spite of themselves.

When an organization makes the business decision to change strategy, process or tools, there is typically resistance to accepting and complying with the new processes.  To get the intended results with everyone on board, you must follow a planned approach to do things differently.

Published in: Sales
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Making It Happen: A Simple Framework to Drive Sales Results

  1. 1. Making It Happen Drive Sustainable Change Marilyn Janas, M.B.A., M.A. Ed., Career & Technical President & Founder, TRANSVORTO, a leading provider of the ValueSelling Framework® Complimentary Webinar October 19, 2017 This document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling Associates is strictly forbidden.
  2. 2. © ValueSelling Associates, Inc. 2017. All rights reserved. 2 How does this apply to the way we think about change? Everything flows, nothing stands still. Everything gives way and nothing stays fixed. All is in flux, nothing stays still. The only thing constant is change. Greek Philosopher Heraclitus
  3. 3. Change. Why? 1. Change is difficult 2. Organizing for growth is tough work Growth Strategy – Organization – People Lay the foundation © ValueSelling Associates, Inc. 2017. All rights reserved. 3
  4. 4. Management of Change vs. Change Management Management of change is technical, while change management is about people. © ValueSelling Associates, Inc. 2017. All rights reserved. 4 - Dave Berube, Life Cycle Engineering
  5. 5. © ValueSelling Associates, Inc. 2017. All rights reserved. 5 Get Better. Do Better. Be Better. The Outcome? Improved business results Stronger people. Reminder: ValueSelling is in the People Business
  6. 6. © ValueSelling Associates, Inc. 2017. All rights reserved. 6 Successful Program Implementation Requires Change In behavior In perception (thinking) In systems and processes Caveat – “Resistance” Active or Passive
  7. 7. © ValueSelling Associates, Inc. 2017. All rights reserved. 7 Change Process Leadership Role 5 Levers of Process Communicate Engage Sponsors Train Coach Manage Resistance
  8. 8. © ValueSelling Associates, Inc. 2017. All rights reserved. 9 Components of Change Management Plan Align Execute Transfer of Ownership
  9. 9. 1.Plan
  10. 10. © ValueSelling Associates, Inc. 2017. All rights reserved. 11 Plan Define Who, what, when, where Analyze ROI, risk Engage Sponsorship Integrate Existing processes Not just an event
  11. 11. © ValueSelling Associates, Inc. 2017. All rights reserved. 12 Clear Definitions Definition – Success factor #1 Changing behavior to achieve new results Why? Financial Personal and professional
  12. 12. © ValueSelling Associates, Inc. 2017. All rights reserved. 13 Analyze Engage Integrate Risk and ROI Review and Approve Sponsorship Existing Processes
  13. 13. © ValueSelling Associates, Inc. 2017. All rights reserved.19/10/2017 15 2. Align
  14. 14. © ValueSelling Associates, Inc. 2017. All rights reserved. 16 Alignment Connect people to objectives WIIFM What’s in it for me?
  15. 15. © ValueSelling Associates, Inc. 2017. All rights reserved. 17 Successful Individual Change 5 building blocks Awareness Desire Knowledge Ability Reinforcement and Reset
  16. 16. © ValueSelling Associates, Inc. 2017. All rights reserved. 18 Communications Plan Progress reports Reduce negative impact on change Accelerates the learning curve Maximize adoption and ownership Changing hearts not smashing heads – Include visual and emotional communication – Resistance management plan
  17. 17. © ValueSelling Associates, Inc. 2017. All rights reserved. 3. Execute
  18. 18. © ValueSelling Associates, Inc. 2017. All rights reserved. 20 Execute The 5 Levers of Change Management Processes Communications plan Sponsor roadmap Training plan Coaching plan Resistance management plan
  19. 19. © ValueSelling Associates, Inc. 2017. All rights reserved. 21 Sponsor Engagement Sponsor Buy-In Sponsor Roles Sponsor Engagement – Sponsor roadmap
  20. 20. 19/10/2017 © ValueSelling Associates, Inc. 2017. All rights reserved. 22 Training Allocate resources Identify participants Define objectives Customize for relevance Engage
  21. 21. 19/10/2017 © ValueSelling Associates, Inc. 2017. All rights reserved. 23 Coaching Participate Role Model Evaluate Engage Agreement Action 23
  22. 22. © ValueSelling Associates, Inc. 2017. All rights reserved. 24 Resist & Reset Observe Resist – Active? – Passive? Review Align Reset OBSERVE RESIST Active / passive REVIEW ALIGN RESET
  23. 23. © ValueSelling Associates, Inc. 2017. All rights reserved.19/10/2017 25 4. Transfer of Ownership
  24. 24. © ValueSelling Associates, Inc. 2017. All rights reserved. 26 Transfer of Ownership Map Integrate Metrics & Measurements Feedback & Corrective Action System of Rewards
  25. 25. © ValueSelling Associates, Inc. 2017. All rights reserved. 27 Critical for Success Define + Engage + Communicate = Successful Change Management
  26. 26. © ValueSelling Associates, Inc. 2017. All rights reserved. Questions? 28
  27. 27. At the end of today’s webinar Go to valueselling.com > resources > webinars to download today’s slides © ValueSelling Associates, Inc. 2017. All rights reserved. 29
  28. 28. Based on the globally-proven ValueSelling Framework® Gain access to and prepare for meeting with executive decision makers. Fill the funnel, engage buyers and get more meetings with a repeatable, cadence-based approach. © ValueSelling Associates, Inc. 2017. All rights reserved. 30 Vortex Prospecting Public Workshop in Denver November 29 & 30
  29. 29. Getting to Yes: When No Means Not Yet November 16 | 10:00 AM Pacific Save the date! © ValueSelling Associates, Inc. 2017. All rights reserved. 31
  30. 30. Follow us! ValueSelling- Associates ValueSellingAssoc ValueSelling Associates @Valuselling © ValueSelling Associates, Inc. 2017. All rights reserved. 32
  31. 31. Thank you! © ValueSelling Associates, Inc. 2017. All rights reserved. 33 Marilyn Janas | Managing Partner Marilyn@valueselling.com +1 619-743-7272 www.linkedin.com/in/marilynjanastransvorto

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