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Sales Change Management

It takes more than tools and good intentions to transform your revenue organization.

It’s a lot of work to move your team to Revenue Operations or run a thriving sales execution program.

You might hire, change management structures, implement tools, introduce processes, and/or measure performance differently. Change on that scale requires strategy, empathy, and planning.

Skipping these steps often causes problems like these:

  • Low adoption
    Software isn’t cheap. Neither is the time sales or marketing spends creating content. If your team doesn’t “play ball,” then you’re wasting budget.
  • Turnover
    When leadership doesn’t engage team members in creating a shared vision, and a collaborative plan to get there, people leave.
  • General mayhem
    There might not be riots in the breakroom, but it’s bad news if your team ignores your directives and does whatever they want. You can’t measure chaos.

We help teams get ahead of internal cultural crises by building collaborative change management strategies involving every level of your revenue organization.

Our Results

Messaging Strategy Results

A long-time client was acquired in 2020 by a household name.

While many teams would have scrapped their current systems, our consultants helped them to transform their existing sales execution program to thrive in the new environment.

Sales Change Management Case Study

How does a change management engagement work?

Sales Change Management Process

The number one barrier to RevOps is culture. Organizational change is scary; most employees would rather deal with a broken process they know than a new one they don’t.

Instead of ignoring or underestimating that fear, we listen to it. When you’re open to hearing from everyone–the executive sponsor to the new sales rep–you learn what matters most to your people. 

And if they feel “heard,” they will be much more likely to trust you and your plans.

If you learned in step one that your reps feel anxious about a new tool, leader, or process, then it’s important to make that a part of your change management plan. 

Adjusting your strategy, or creating opportunities for your team to become familiar with the parts that concern them, builds trust.
The bottom line is that your change management plan isn’t actually about you. It’s about the people you lead and depend on to execute your sales strategy. Putting their needs first facilitates a culture of good will.

Whether it’s a committee of representatives from different parts of your org, or a very hands-on sales enablement team, it’s time to put together a working group of people to help you put together your final change management strategy.

With your priorities from step two and your critical KPIs to guide you, we will answer questions like these:

  • What are the tactics it will take you to get there?
  • How can contributors from across your revenue org help execute on those tasks?
  • How will you gather feedback along the way?
  • How will you measure success?

Next, it’s time to take that plan, make it happen, and shamelessly broadcast success, recognizing and rewarding people who are adopting your strategy.

We can help with targeted training sessions, pilot groups to test and prove your strategies, A/B testing to gather data, ongoing messaging coaching, management coaching, reporting dashboards that collect and share insights, or other supportive tasks that help keep your team motivated and on track.

We’re here to support you so you can support your team.

Schedule a Consultation

Ready to learn how we can help your sales team navigate change?

Share your information and a member of our team will reach out to schedule your free consultation.

“The team was thorough in their understanding of our messaging, consultative in their approach and process, flexible to our specific needs, and very professional with their communication and delivery.”

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