Change or Die: Change is Difficult, but not changing is Fatal

Change in Direction

Resistance to Change

Future reality

• everyone you compete against

• both as an organization and as an individual.”

1. Out-think

2. Out-innovate

3. Out-execute

Future success means you must:

Your past does not

define your future

CHANGEUnless you can not

Change happens

Red or Green thinker?

Get it right

Get it wrong

CHANGEbefore you have to

CHANGE

The status quo is not a growth strategy

Strategic Direction

Abiguity

Strategic Change

Unified change

“A bend in the road is not the end of the road unless you fail to make the turn”

- Helen Keller

Ambiguous change

Contextual confusion

Excessive Short-term focus

FOCUS

- Follow- One- Course- Until- Success

Organisations don’t

change - people do

- David R Ednie

“The problem with change is

the inability of people to let go

of their old ideas.”

Change is terrifying

“Everyone thinks of changing

the world, but no one thinks

of changing himself.”

Truth about Change

- Leo Tolstoy

(1828 - 1910)

You feel like this?

Change what needs changing.

Not what is easy to change.

Change should be Transformational

“The secret of change is to focus all of your energy, not

on fighting the old but on building the new.”

Change = Enabling the New

- Socrates

(470 BC - 399 BC)

- Bob Dylan, 1964

“The times they are

a-changin'...”

- Bob Dylan, 2016

“The times they are

still a-changin'...”

“All failure is failure to adapt, all success is

successful adaptation.”- Max McKeown, Adaptability:

The Art of Winning In An Age of Uncertainty

Change = Adapting to a new situation

3 Levels of Change1

Always Start with Why?2

Thinking at 3 Time Horizons3

Barriers to Change4

Creating a Culture of Change5

1. External Business Environment

3 Levels of Change:

2. Organisational Change

3. Personal Change

1. Challenge the status quo

3. Challenge your beliefs

2. Challenge your assumptions

Navigating Change

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• The customer has changed

• The buying process has changed

• The Sales Cycle -> The Customer Adoption Cycle

• Market segmentation -> Buyer personas

• Marketing -> Digital Marketing

-> Social Media -> Social Influence -> Social Selling

• Demand Generation Programs & Campaigns

• User Value Proposition and Persona Messaging

• Marketing Manger -> Community Manager

• Internal Alignment

• Execution accountability

• Sales Channel alignment

• Multi-channel touchpoint experience

• E2E Customer Experience

Rethink the Customer

Rethink Sales & Marketing

Rethink your Organisation

36

Vision of Desired Future State

Change = Business Transformation

3 Levels of Change1



Barriers to Change4


Curiosity mindset

Future reality

You choose

Future reality

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Growth strategy?

Success is the other side of failure

- Peter Drucker

“The greatest danger in

times of turbulence is not

the turbulence - it is to act

with yesterday’s logic”.

The Challenge of Change

3 Levels of Change1



Barriers to Change4


Horizon 10 - 6 months



Thinking at 3 Time Horizons

Business Transformation

Operational Excellence

Thinking Time Horizon Sales Success

Business

Objectives

Operational

Requirements


Exec

Management

Operations

Customer Organisation

Decision Drivers:

Value

Cost

Price

Aspirational thinking

Appealing to the right brain

3 Levels of Change1



Barriers to Change4


- Peter Senge

"People don't resist change,

they resist being changed."

Barriers to Change

Barriers to Change

“People are not afraid of change. They fear the unknown.”

- Dick Brown, CEO of EDS

Legacy thinking

Wedded to the past

“Unlearning is more

difficult than learning”- English Proverb

“The illiterate of the 21st will not

be those who cannot read and

write, but those who cannot

learn, unlearn and relearn.”- Alvin Toffler

learn, unlearn and relearn

Legacy thinking

Business as usual

Barriers to Change

Change is the new normal

Business as Usual

“Disruption is no longer

disruptive - it is normal.”

Constraint-based thinking

Collective constraints

Collective constraint-based thinking

The single biggest reason companies fail is that they over invest in what is, as opposed to what might be.”

“

- Gary Hamel,

American management expert

3 Levels of Change1



Barriers to Change4


Anticipate change

Business Agility

Adapting to change

Ability to learn

Ability to collaborate

Growth Mindset

Predictive Mindset

Adaptive Mindset

Possibility Mindset

3 Levels of Change

Always Start with Why?


Barriers to Change

Creating a Culture of Change

Quick Review:

Great Leaders Inspire People to Take Action

Think: Entrepreneurs and Children

Overcoming Fear of the Unknown

Your Customers, Your Company and You

Competing to remain relevant to tomorrow’s customers

Curiosity -> Growth Mindset

Speed of change

Internal Speed of Change

Managing for Change

Personal accountability

Commitment to Change

If It Is To BeIt Is Up To Me

Wishing for Change

Habits of Successful People:

They start before they feel ready

Start now

Knowing Doing

Execution is key

• A Plan

• Time

• Effort

• Attention

• Procrastination

• Action!

Discipline

Disciplined effort

Get it right

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David R Ednie

President & CEO

SalesChannel Europe

Ph: +33 676 60 09 25 (FRA)

Email: [email protected]

Website: www.saleschannel-europe.com

David R Ednie

President & CEO

SalesChannel Europe

Ph: +33 676 60 09 25 (FRA)

Email: [email protected]

Website: www.saleschannel-europe.com

Change or Die: Change is Difficult, but not changing is Fatal

Business

Transcript of Change or Die: Change is Difficult, but not changing is Fatal