Change is not easy. If that was the case, there wouldn’t be entire disciplines to help organizations get there! Sales can be affected by a number of factors, not the least of which are related to organizational or technological changes in the workplace. Major changes to organizations will affect the bottom line for reasons such as teams not having the tools or resources to close deals and make sales. It’s a big problem.
So why use change management to drive sales? Here’s a closer look:
Why change management?
Change management is a discipline that focuses on people and how to help them through change. While some organizations may just make changes to the organization or implement an entirely new system and just hope that employees will be on board, it leads to failures much more often than successes. Prosci® is a best practice organization and the world’s best-known provider of knowledge, training and change management tools. Prosci describes change management as “the people side of change”, which aptly describes its importance.
When the people who will be affected by the change are considered, it ensures that everyone is involved from the start, which will contribute to the willingness to embrace the change. Capacity 4 Health have found that organizations often focus too much on the deadlines associated with implementations and forget about the people involved. With employees who are aware, willing and able to accept and embrace major changes, it will ultimately put an organization in a better position with a better structure and systems in place to generate more sales.
More importantly, in order to have the best software available for all of your business team’s needs, you will be much more successful in getting them to adopt it and use it to its full potential if you use change management techniques. to do this.
Change management techniques to drive sales
Prosci’s change management process is as follows:
- Prepare for change
- Manage change
- Reinforce change
With this process in mind, let’s take a look at change management techniques you can use in your organization to be successful with changes that will drive sales.
Let them know in advance
Just letting your teams know that change is going to happen and explaining why and how it will benefit them can make a huge difference in the long run. Making a major organizational change for your employees can make them question their own job security and their future. Failure to inform them of the plan to implement new software or systems can lead to great resistance to their use, which gets you started on the wrong foot from the start.
As you start to educate your staff about the change you plan to make, get them excited. Explain to them all the possibilities that the change will open to them. If this is an organizational change in your future, allay their concerns about any possibility of eliminating their positions or giving them responsibilities that are out of their comfort zone (if these things are true). When your change is for a new and improved software or system, let them know what the upgrade means to them.
Have a plan
Have a plan to implement your change and involve your staff in the plan. This plan can be traced back to gathering requirements, if your change involves technology. It’s a great place for your employees to start being part of the planning and make sure it will meet their needs exactly. Then draw the timeline and make sure everyone knows what the timeline is so there aren’t any surprises. Being involved early on and throughout the planning process will once again help employees feel more comfortable and less likely to resist change.
Make sure they can make the switch
You will surely defeat your teams if they are not able to do so. For example, if your team is focused on marketing and part of the change requires them to make sales, which is not their strong suit, the change will not go well. If you want to implement new software that is difficult to use and does not require onboarding training, you will find that your employees are not able to use it and will be much more reluctant to even try to use it. Make sure you don’t defeat your teams.
Remind them how change helps
Once the changes are implemented, it can be easy for your staff to forget why the changes were made in the first place and how they benefited them over the old organization or software. This can be done subtly in several ways and will help to make the changes permanent.
Part of creating an environment for successful change is taking note of it when it is working well. Throughout the process, be sure to mark milestones and celebrate successes. This will help motivate employees about it and be a part of the process.
Following these change management techniques will be essential when implementing a cutting edge software solution that your sales team can use to do their jobs better. CIO.com said that the consequences of failed software deployment are very serious because customer relationship management (CRM) software is so important to business operations. With a better, more intuitive software solution like Agile CRM and a well-thought-out implementation plan using change management, your sales team is sure to be successful. Plus, with its robust integration capabilities, you won’t have to worry about whether or not your staff will be able to use the new software.
Sales teams are usually very busy. Agile CRM can help them do their jobs better with sales activation features like sales automation to automatically create new tasks. Its implementation using certain change management techniques will speed up your team’s capabilities and your organization’s sales.