| PDS
Group is driven by learning and experience of what causes fundamental
change initiatives to fail or succeed. Please visit our "Resources" section if you’d like to read more details concerning these
beliefs.
- Build on existing language. If there’s no common language, you are confused and competitively blind. But, you need to start where you are!
- Change is hard, real change is real hard. Companies routinely initiate change but never seem to “really” change. We focus on avoiding those common “change traps”
- Change is not about making time, it’s about releasing time. Executives must “create” time for change by reducing the distractions to getting work done.
- Coaching cascades reinforce change. Managers must coach and be coached.
- Create a compelling environment. Support, compensation, and other directional systems must be integrated.
- Do “different” things! Don’t just do “things” differently. Think “out-of-the-box” and do different things rather than trying to get a little better at what you’re currently doing.
- “Everyone needs to walk the same talk.” Receiving inconsistent voices from various sources causes people to “do what they’ve always done”.
- Measure the “hows” not just the “whats” of success. Move management’s focus away from what was achieved to how you can win - measure leading indicators, not just lagging indicators.
- No one sales process is the “right” one. The “right” sales process is the one to which people are committed.
- Paint the train - revenue and competency grow together. Too often such training is disconnected from “real jobs.” Revenue and competency growth are dynamic concurrent processes not static sequential ones.
- Sales and marketing people learn when they realize their collective ignorance risks losing a specific deal. It’s not what you know, but what you don’t know that creates competitive vulnerability.
- Speed, intensity and momentum are critical. Move with “speed” to swim above cultural inertia. Move with “intensity” by focusing on a few new things. Build “momentum” by promoting early successes.
- White Noise can’t be ignored. The background “hum” of distracting cultural legacies- “white noise”- drags change and must be overcome FIRST.
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