Let nature take its course

In a recent change initiative in which sales people were affected there was great resistance to the proposed changes. The changes were seen as something that would be a barrier to what they naturally did - sell. In other words we were going to try to change them. Not a good idea. The key to success was to take the time to explain clearly that what the changes represented were in fact the elimination of barriers that allowed them to do what they do best - sell. Once this occurred we were able to work together with the same goals. If your constituents aren't being changed but actually being allowed to go with their natural flow more easily, the changes are much easier to swallow. Of course, this has to be true. Spend time on this in the planning phase.

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