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INCREASINGSALESTHROUGHINCLUSION PREPARING YOUR TEAM TO MASTER CHANGE.

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Presentation on theme: "INCREASINGSALESTHROUGHINCLUSION PREPARING YOUR TEAM TO MASTER CHANGE."— Presentation transcript:

1 INCREASINGSALESTHROUGHINCLUSION PREPARING YOUR TEAM TO MASTER CHANGE

2 INCREASINGSALESTHROUGHINCLUSION PROCESS TO PREPARE YOUR TEAM TO DEVELOP THE MINDSET AND BEHAVIORS NECESSARY TO MASTER CHANGE EFFECTIVELY

3 INCREASINGSALESTHROUGHINCLUSION GTI GET THEM INFORMED GET THEM INVOLVED GET THEM INSPIRED

4 INCREASINGSALESTHROUGHINCLUSION STEPS 1)DEVELOP A GENERAL TIMELINE 2)IDENTIFY A CHANGE TEAM 3)CONDUCT ONE-ON-ONES W/ THE TEAM 4)GET THEM INFORMED, INVOLVED & INSPIRED 5)HELP THEM PREPARE THEMSELVES 6)PREPARE YOURSELF

5 INCREASINGSALESTHROUGHINCLUSION 1) DEVELOP A GENERAL TIMELINE FOR THE CHANGE INITIATIVE: 18 MONTHS BEFORE IMPLEMENTATION DATE 18 MONTHS AFTER

6 INCREASINGSALESTHROUGHINCLUSION 2) IDENTIFY A CHANGE TEAM: LEADERSGRINCH PRODUCERWHINER INFLUENCERSHORTCUTTER GO-TOHALF-FULL

7 INCREASINGSALESTHROUGHINCLUSION 3) CONDUCT ONE-ON-ONES W/ TEAM BENEFITS DISADVANTAGES FEARS PROBLEMS OPPORTUNITIES REWARDS

8 INCREASINGSALESTHROUGHINCLUSION 4) GTI NAME THE PROCESS DETAIL THE TIMELINE SET MEETING PROTOCOLS INTERVIEW PEERS DEVELOP SOLUTIONS COMMUNICATE PROGRESS

9 INCREASINGSALESTHROUGHINCLUSION 4A) NAME THE PROCESS CLEAR AND CONCISE POSITIVE EASY TO REMEMBER INSPIRE COMMITMENT/EFFORT DESCRIBE IMPACT VS. ACT

10 INCREASINGSALESTHROUGHINCLUSION 4B) DETAIL THE TIMELINE 18 MONTHS BEFORE (IF POSSIBLE) DAY OF IMPLEMENTATION 18 MONTHS AFTER LINK TO INTERNAL EVENTS LINK TO EXTERNAL EVENTS

11 INCREASINGSALESTHROUGHINCLUSION 4C) SET MEETING PROTOCOLS ATTENDANCE LENGTH: START AND STOP AGENDA FAIR AND EQUAL CONFIDENTIAL ACTION ITEMS

12 INCREASINGSALESTHROUGHINCLUSION 4D) INTERVIEW PEERS BENEFITS DISADVANTAGES FEARS PROBLEMS OPPORTUNITIES REWARDS

13 INCREASINGSALESTHROUGHINCLUSION 4E) DEVELOP SOLUTIONS ATTITUDE TIME SPACE/LOGISTICS PERSON-POWER ANTICIPATED ISSUES UNEXPECTED ISSUES

14 INCREASINGSALESTHROUGHINCLUSION 4F) COMMUNICATE PROGRESS OUTREACH OUTREACH TESTING AND TEST RESULTS TESTING AND TEST RESULTS TRAINING AND PREPARATION TRAINING AND PREPARATION IMPLEMENTATION IMPLEMENTATION ONGOING ACTIVITY ONGOING ACTIVITY UPDATES (FREQUENCY; MAGNITUDE) UPDATES (FREQUENCY; MAGNITUDE) MAJOR TOUCH-POINTS MAJOR TOUCH-POINTS DESIRED IMPACT DESIRED IMPACT

15 INCREASINGSALESTHROUGHINCLUSION 5) HELP THEM PREPARE THEMSELVES ANTICIPATIONADAPTATIONACTIONANTICIPATIONADAPTATIONACTION QUANTITYQUALITYQUESTIONSQUANTITYQUALITYQUESTIONS PROCESSPARTNERSPACEPROCESSPARTNERSPACE TECHNOLOGYTERMINOLOGYTEACHINGTECHNOLOGYTERMINOLOGYTEACHING

16 INCREASINGSALESTHROUGHINCLUSION 6) PREPARE YOURSELF MODELING MENTOR ACCOUNTABILITY PARTNER STRESS RELIEF CELEBRATION

17 WHAT ARE YOUR MOST IMPORTANT TAKE-AWAYS?

18 INCREASINGSALESTHROUGHINCLUSION

19 MAKING THE BAD APPLES GOOD TDOT - MEMPHIS

20 SITUATION BETTER PERFORMANCE FEWER ISSUES

21 SITUATION ATTITUDEPERFORMANCE GOOD POOR

22 ATTITUDEPERFORMANCE GOOD POOR

23 ATTITUDEPERFORMANCE GOODGOOD

24 OBJECTIVE TDOT IS… THE COLLECTIVE BEHAVIOR OF EVERY TEAM MEMBER

25 OBJECTIVE CONVERT BEHAVIOR

26 OBJECTIVE CONVERT BEHAVIOR MINDSET PROCESS PRACTICE

27 ISSUE CONSTRUCTIVECRITICISM CONSTRUCTIVE FEEDBACK

28 GENESIS LESSONS FROM MIKE B! You dont like me Cool Breeze! Separating YOU from BEHAVIOR Clarifying Consequences

29 PROCESS GETTING TO KNOW YOU SPECIFIC DESIRED BEHAVIOR DEVELOP THE CONVERSATION PRACTICE THE CONVERSATION HOLD THE CONVERSATION

30 PROCESS GETTING TO KNOW YOU PERSONAL BACKGROUND PREVIOUS MANAGER PERFORMANCE STATUS PERSONAL/PROFESSIONAL GOALS PERCEPTIONS OF REALITY RESPONSES TO CONSTRUCTIVE FEEDBACK

31 PROCESS SPECIFIC DESIRED BEHAVIOR WHATS GOING/NOT GOING ON EXPLICIT/DETAILED NUMERICAL/QUANTIFY/DATES/TIMES IMPACT PERSON TEAM ORGANIZATION GUESTS

32 PROCESS DEVELOP THE CONVERSATION SET THE TABLE: DATE/TIME/LOCATION SHOW YOU CARE TAKEAWAYS SPECIFIC DESIRED BEHAVIOR: NOW/NEW DATE FOR CHANGE DEVELOPMENT: THEM/YOU CONSEQUENCES: GOOD/NOT SO GOOD REVIEW DATE

33 PROCESS PRACTICE THE CONVERSATION DO IT

34 PROCESS HOLD THE CONVERSATION DATE, TIME, AND PLACE PARTNER MEMORY OR NOTES DOCUMENT FOLLOW-UP DATE, TIME, AND PLACE FOLLOW-UP CONSEQUENCES (POSITIVE OR NEGATIVE)

35 ACCOUNTABILITY LET ME KNOW HOW IT WENT AND HOW ITS GOING


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