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Are Your Reps Resistant to Sales Process Improvement?

Nov 5, 2012 11:22:00 AM

The sales process for your business needs to consist of predefined activities, performance aids and exit criteria.  The successful integration of a sales process improvement solution will need to mitigate concerns your sales force may have. There is an excellent article posted on the Sales Force Benchmark website explaining how to mitigate resistance to change.

"Changing the sales process touches every aspect of the life of the sales rep, so resistance is a natural and expected part of the implementation process.”

One of our strategies during an ACT! 2013 implementation is to include a "pilot phase".  Top performers in your business can be the pilot testers for your new system and process. Involvement with the new process can be perceived as a sign of prestige for these workers. Recognition of the efforts put forth by these individuals needs to be shared with the rest of your organization.

We set clear guidelines for your sales force and make sure to announce stories of success to promote the effectiveness of the ACT! 2013 system. Regular progress updates need to be made that reassures the remainder of your sales force that positive results can be obtained.

Solicit input from your sales reps to incorporate into the new sales process improvement solution. This allows employees to feel involved in the process and that suggestions are welcome. Make sure that the employees are being acknowledged for any suggestions that are used for continuing improvements.

The success of your new ACT! 2013 system needs to be communicated throughout your organization. This includes the gains and productivity goals that are being enjoyed by your top performers. 

If you have any questions about ACT! 2013 implementations or sales process improvement, then contact us for more information.

Topics: ACT!

Steve Stroz

Written by Steve Stroz

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