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Guest post by: Joe Ippolito Become an Author

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Most sales leaders understand the need for change. Whether imposed by competition, regulatory issues, new technologies or customer demands, the ability to adapt to change is imperative for a business to sustain itself.

Why then it is so difficult to effect change? Change requires you to build upon existing skills. Change requires self- improvement. Change requires training and professional development. All good things, right? So why does the notion of change usually meet with such resistance from your sales team? There are several beliefs necessary to drive and successfully implement change within your organization.

First, you must believe that change is necessary. You must believe that you can do better, and that your future depends on it. This will force you to identify which of your people are also willing to change, and which ones continue to defend their existing ways and blame external causes for not getting the job done.

You must believe that change is positive. Many salespeople are stuck in a rut. But it is a comfortable rut. And since they created the rut, they will defend it in spite of evidence to the contrary. They have justified their excuses for so long that they accept them as fact. They're afraid to get out.

You must believe that change is a process that must be supported. Change and growth will initially bring discomfort and resistance. Quick-fix seminars won't do the trick. People will be looking for reasons to go back to their old ways. Training and professional development programs designed to support change are long-term commitments that reinforce your team's newly learned behaviors on a day to day basis. Consistency will allow the team to feel supported.

As a sales leader, you will face change in one of two ways. One will be externally imposed and caused by a change in conditions such as your market or competition. It will hit you when you least expect it.

The second is initiated by you. It is the desire to improve and to strive to be better. Your internally driven focus can generate the energy and excitement for effective change. Change is coming. Which direction do you want to take for you and your sales team?

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