Change Management as a Sales Tool

The process of ‘change’ is a very important as a business tool.  Your ability to see the need for change and then bring about the processes to get that change implemented will be the most important tool that you develop.

So many salespeople see the need to change and cannot pull it off.  They struggle with the discipline and the actions required.  When they fail to adjust to the market, they miss out on the opportunities of growth in income, and market share.

It is a well-known fact that the marketplace pressures and the business community are forever changing.  Economic pressures, customer interest, and marketing strategies will change throughout the year.  For this very reason, a strategy of change should be integrated into every business model for a team; it should also occur at an individual level.

Here are some tips to help you identify the right factors to change in your sales career, and then implement the process.

  1. Know your business strengths and grow them.  Every salesperson will have particular strengths within their industry.  It may be in prospecting, communicating, negotiating, or in closing.  The strengths that you do have, should be improved through practice.
  2. Know your weaknesses and fix them.  It is interesting to note that our weaknesses are the greatest hurdles that hold us back in business.  You have two alternatives to deal with the issue.  You can either employ an assistant to fill the gap with those weak skills, or you can deliberately practice and improve the weaknesses so that they diminish and dissolve.  The latter is the preferable option that will take you further into your industry with success.
  3. Change takes time.  The process of change needs to be implemented and the only way you can do that is to be diligent and persistent.  When you understand what needs to be done, a new habit will be required.  Given that we have developed our habits over many years, it can take several weeks if not months to develop the necessary change we want.  Get the process started and stick with it.
  4. Track and measure your progress each and every day.  When you can see that you are achieving results, the momentum get stronger and the results start to occur.  Given that the sales profession is devoted to growth and results, you have the key to the process.

It is far too easy to stop doing something.  The comfort zone will hold us back at each opportunity.  Remember the problem of creating new habits and take up the challenge to build a better market place for yourself, and a strong personal sales career.