That we live in a time of relentless and pervasive change is no longer news to anyone. There is one important implication of this situation that continues to be a challenge. That is that our employees need to continually change their behavior to adapt to the world around them.
My work of helping companies develop more effective sales organizations always involves making changes in the company. Sooner or later, that means that some of the employees must make significant changes in the ways that they think about, and do, their jobs.
This is
particularly true of the sales people, who must decide to change their behavior and to implement the best practices which I teach. Beyond that, ultimately, helping people change is the work of every executive, manager, consultant and trainer.
Which brings us to the heart of this article. What is it that empowers some people to change smoothly and
effortlessly, while getting others to modify their behavior seems like moving a mountain? What is the fundamental building block for individuals which, more than anything else, equips them to successfully implement change?
