As I work with clients on training and sales productivity initiatives, many need advice on how to implement these changes. Too many feel that a flurry of emails and procedural rules and announcements are the proper process. We advise them to get personally involved, leveraging their position and support for the effort. Without a doubt, however, they must also involve their group’s “opinion leaders” and influencers in the process as well, assuring they are on-board with the new initiative. Change is interactive, and must be managed by including all its “moving parts.” Without addressing this element, it’s likely doomed to fail.
1. Create enticing events that bring people together. Discuss what you are up to. Don't show up to tell them. Don't broadcast. Involve them. Ask them. Engage them.
2. Be a good teacher. This means doing the following:
Connect with the audience. Become adept at listening and learning. Talk only about what your audience cares about.
Honor political realities. Know when to speak, when to shut up, when to defer, and what to do to ensure you are not shut out due to a stupid social mistake.
Tell great stories. People are not won over with facts or functionality. They are won by desire. Good storytellers make people want to know more. Facts and function follow, carried along in the current of desire.
Push back on substance when needed. Know your program. If a listener gets it wrong, correct them...tactfully and graciously, of course.
3. Learn from your partners. Take what you learn from these worthwhile interactions and use it to improve your plans and actions. Every good change team lives in continuous, rapid improvement. Lessons from the front are required. If you're not learning, nothing is changing.
4. Grow your relationships. Go back to the people you just spoke with and let them know their contribution matters. Show them how you changed as a result of their invaluable feedback. Don’t delay; do it fast. Have another conversation with them. They're on your side now. Now grow that relationship.
Repeat Cycle
"If you don't like change, wait 'til you try irrelevance." – Unknown