2 Transformation Flashcards
What is a transformation in the context of sales leadership?
A revolutionary change that suggests the past is no more, eliminating the possibility of going back to the status quo.
This type of change is essential for unlocking potential and achieving revenue growth.
What are the two primary reasons for pursuing a transformation?
- Sales team is failing and needs to change
- Recognizing latent potential for better outcomes
What is the first step for a leader in a transformation?
Being the first one to change and modeling the desired behaviors.
What is the significance of the phrase ‘you go first’ in transformation?
It emphasizes that leaders must change themselves before expecting their teams to change.
What are some barriers to effective transformation?
- Lack of managerial will
- Making exceptions
- The strong pull of habit
- Distractions and lack of focus
- No changed behaviors
- Ending the transformation early
True or False: A successful transformation can occur without changed behaviors.
False.
What is the first rule for successful transformations?
You go first.
Fill in the blank: The phrase ‘why change’ must come before _______.
what must change.
What is a ‘meme’ in the context of beliefs during transformation?
An idea that spreads and competes for hearts and minds, similar to genes.
What must be installed to support a transformation?
New beliefs that align with the transformation goals.
What are the two primary outcomes needed for revenue growth?
- Creating more new opportunities
- Winning more of those opportunities
What should leaders focus on when implementing new actions?
- Teaching
- Training
- Encouraging
- Coaching
- Requiring new behaviors
What is the risk associated with transformation?
Some salespeople may opt to leave rather than enroll in the new vision.
How should leaders respond to challenges against their vision?
Address them immediately and directly, without negotiation.
What does the rule ‘change fast’ imply for transformation?
Once a decision is made, pursue change quickly to prevent dragging on.
What is the importance of resolving to succeed in a transformation?
The leader’s resolve must be greater than the opposition to ensure success.
What should a leader do if some team members reject change?
Engage them positively or consider removing them if they resist.
What impact does allowing exceptions have on a transformation?
It causes others to believe the transformation is optional.
What happens if a transformation is ended prematurely?
It may lead to incomplete results and failure to reach revenue goals.
What is a common mistake sales leaders make regarding accountability?
Expecting new results without holding teams accountable for changed behaviors.
What is essential for a leader when facing employee resistance to change?
Your resolve must be greater than your opposition.
What should a leader do if employees reject change?
Engage them as leaders in the transformation or explain the expectation of their support.
What happens if a leader loses the battle of wills during transformation?
You lose your vision.
What is the nature of progress in transformation?
One always comes before two, and two always precedes three.
