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How Sales Managers Can Create Sales Behavior Change

“The only thing about change is that it changes things.” - Yogi Berra We’ve been hosting Sales Buzz Radio -- our free monthly internet radio show -- for a couple of years. We always get excited about the shows and this month’s (12:00 p.m. Eastern Time this Thursday, March 18) is no exception. Our guests will be John Sullivan and Jude Acuff, partners in SalesVision, a sales development and sales management coaching consulting practice. John and Jude will be talking about how Sales Managers can Create Sales Behavior Change in their teams. We caught up with John last week to get an overview of what he and Jude will be talking about. John says that changing sales behavior is The Sales Manager’s Most Important Responsibility and Most Awkward Task

John told us that change needs to be part of a sales manager’s comfort zone. We asked John what made it awkward. He said it’s because it’s a lot easier for salespeople to change when they can than when they have to. Managing change requires a lot of work: Analysis, planning, communication, psychology, persistence and (sometimes) discipline. When you take all of this into consideration, it can be overwhelming to take on any significant change within your organization. On Thursday, John and Jude will help our listeners understand how to get that work done effectively and achieve true behavioral change. They’ll also talk about how sales managers can become “change agents” in order to help their teams deliver optimal sales results and long-term sales growth. I’m particularly looking forward to hearing John talk about the Sales Risk Audit Analysis tool. It helps managers evaluate their team’s strengths and weaknesses and develop a plan to take on change within their organizations. John and Jude have offered to provide a copy of that tool to anyone who listens to the show. Be sure to tune in! So, what are you waiting for?! If you haven’t signed up yet, there’s still time! To quote Charles Osgood, “See you on the radio.” Posted by: @JebBrooks