Rapid Change Is The Greatest Threat to Our Businesses and Our Careers

by Dave Kahle

Recently, one of the members of my CBIG groups suggested I make a list of the 20 most important things I’ve learned in my 30 years of experience working with B2B sales organizations.

           So, I created a list and discovered it to be far longer than 20 items. To narrow down the long list, I applied these four criteria:

1. It had to be an important lesson – one which has the potential to dramatically impact a person, a sales team, or a business — not superficial or trivial.

2.  It had to arise out of my personal experience.  In other words, not something  hat I garnered from a book, or borrowed from someone else. Something I’ve  learned in the trenches.  

3.  It had to have been tested in the caldron of real-world experience.  No blue-   sky stuff.

4.  I had to unwaveringly vouch for its validity.  These are concepts and lessons that I would stand behind.

           Applying these four criteria, I narrowed the list down to 25. In no particular order, here’s one of them. Rapid change is the greatest threat to our businesses and careers.

           Most leaders understand that the world is changing rapidly.  The actual details are even more terrifying than that which we intuitively sense.

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“I’m really noticing that my language is changing, in the way I lead my sales team. Not only that, but I’m also seeing their language change in the way they deal with our customers. The practices, principles, and teachings are literally coming to life; it’s almost effortless. We don’t have to go out of our way to apply Dave’s methods, we’re transforming and improving – almost automatically, as we spend time in Immersion each month. Immersion is also fostering better cooperation and communication between our managers and our sales people. We all wear different hats, come from different backgrounds, and have different responsibilities. But we’re in the foxhole together, shoulder to shoulder. Immersion has fostered a great togetherness – we’re all on the same page in our communication – we’re all on the same team. I feel very fortunate to be a part of Dave’s development. It’s been great.”

- Nick Reed, Sales Manager, Modern Builders Supply

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           Our generation is facing change to such a degree that it is unprecedented in the history of mankind.  Of course, individuals and small groups of people have lived through mind-boggling change.  Time of war and natural disasters, for example, have uprooted groups and transported them to a condition light year away from where they started. But these changes have typically been the consequences of an event.  After the event passes, the folks settle into a new situation.

           Today, however, the changes are pervasive, systematic and continuous. Let me illustrate. The root cause of our changing situation is the increase in information.  As information expands, it seeps into every area of our economy and culture and causes change.  So, to measure change, track the growth in information.

           There is a measurement called ‘the total amount of information available to mankind.”  It is estimated that, in the year 1900, the total amount of information was doubling every 500 years.   That meant that the world was changing relatively slowly.  Our great grandparents, for example, probably lived in the same kinds of houses their parents did, worked at the same kinds of jobs, and interacted within the same kinds of social structures.

           Now, fast forward to the year 2,000.  The total amount of information available to mankind was doubling every two years.  Imagine the growth in the pace of change! We went from it doubling every 500 years to it doubling every two years.  As a result, the world of the year 2,000 was changing much more rapidly... READ THE FULL ARTICLE HERE