14 Questions
What is the human challenge that leaders face in implementing new programs?
Resistance from employees
What is the importance of competitive analysis in developing a sales strategy?
It helps salespeople identify areas of competitive advantage and disadvantage
What is the key to achieving true and lasting influence?
Strategy
What is the benefit of aligning strategy with tactics and setting goals in sales?
It allows for exploring what's possible in terms of strategic goal setting
What is the recommended approach for making requests to employees?
Simplify the request and be specific in actions required
What is the importance of sales leadership having a go-to-market plan?
It approaches business with a clear plan
What should leaders avoid when it comes to resistance to change?
Making assumptions about it
What is the benefit of re-evaluating meetings, tasks, and efficiency for salespeople?
It helps salespeople optimize their time
What factors should leaders consider when implementing new programs?
Values, interests, skills, culture, norms, incentives, tools, knowledge, systems, etc
What is the benefit of ongoing competitive analysis for salespeople?
It helps salespeople stay informed and adapt their strategy
Who should leaders involve in order to reach those who everyone listens to?
Opinion leaders
What is the benefit of a combination of coursework, application opportunities, and coaching for sales training?
It provides a comprehensive approach to learning and development
How should leaders approach skepticism when implementing new programs?
Use it to improve the rollout
What is the benefit of salespeople making time for strategic thinking?
It helps salespeople set strategic goals that explore what's possible
Study Notes
- Leaders face a human challenge in influencing others to adopt new programs
- True and lasting influence involves strategy
- Simplify the request and be specific in actions required
- Avoid simplistic assumptions about resistance to change
- Consider values, interests, skills, culture, norms, incentives, tools, knowledge, systems, etc.
- Involve opinion leaders to reach those who everyone listens to
- Don't dismiss skepticism, use it to improve the rollout
- Leaders must influence others to achieve important results
- Compulsion, coercion, and charisma often meet resistance
- People do what they do for a variety of reasons
Are you a leader who wants to improve the way you influence others to adopt new programs? Take this quiz to test your knowledge on strategies for true and lasting influence. Learn about simplifying requests, understanding resistance to change, considering various factors, involving opinion leaders, and more. Discover how to avoid compulsion, coercion, and charisma and instead use skepticism to improve your rollout. Take this quiz to become a more effective leader today!
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