We are nearing the end of what I call May-hem. I don’t know about you, but May is always the craziest month of the year for me. It’s particularly hectic this year, because my oldest child is graduating. So, not only do we have exams, end of year activities and a serious case of spring fever, but we also have the added bonus of graduation festivities. I’m certainly not complaining about his successes; to the contrary, I’m extremely proud! But, boy, am I exhausted!
As part of researching effective sales transformations, Michael Perla and I have had the privilege of speaking with more than 30 sales leaders in the past 6 months to learn about their experiences leading change within their organizations. One of the interesting threads that we’ve consistently heard is the importance of leading change and how to communicate and lead an organization and functional area that can be highly resistant to change: sales.