Implementing Change in the Sales Process

“We now accept the fact that learning is a lifelong process of keeping abreast of change. And the most pressing task is to teach people how to learn.” — Peter Drucker

It’s a common scenario in the financial sector that some of you have experienced firsthand: Your company hosts a one-hour high-energy training session to launch a new sales initiative. Key information is presented in a fun, educational and engaging manner. Guess what happens after the seminar? That’s right. Nothing changes.

The reason is that simply sharing information doesn’t ensure that behavior will actually change. If you want something to be different, follow-up is essential for the new behavior to take hold. Managers must be able to reinforce the desired behavior over a period of time to really instill change.

Think about recent changes you’ve tried to introduce to your sales team. Did you have adequate follow-up to reinforce and support the changes? What were the results? Let us know your experience.