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Common Pitfalls of Change Initiative Discussed in Miller Heiman Article

RENO, NV -  April 23, 2007  -   Miller Heiman identifies common mistakes to avoid when effecting change in sales organizations, in its new article: Beyond Passive Resistance: Motivating Salespeople To Adopt Change.

According to Greg Alexander, CEO of Sales Benchmark Index and primary resource for this article, "a successful change initiative avoids common pitfalls, particularly: tolerating complacency and permitting obstacles; measures progress; creates accountability for individual salespeople as well as frontline management; and encourages executive sponsorship."

Alexander also demonstrated how data and metrics can support successful adoption of change initiatives. "It's an eye-opening experience to measure success and failure against your peers. It either shows that you really are doing well, which inspires confidence—or it demonstrates how much better you could be, which spurs the sales force to action." He also adds: "If you're effectively benchmarking yourself, you'll understand what your capabilities are. Analyze past product releases, for example, to set objectives and see if your change initiative is having a positive effect, however incremental, on your current product release."

View and download the full article here.

About Miller Heiman: The Sales Performance Company

Miller Heiman is a global leader in sales performance solutions with more than 30 years of documented results. The company works with leading organizations to improve sales effectiveness through issue-based consulting and training. Headquartered in Reno, Nev., Miller Heiman has additional corporate offices in the United Kingdom and Australia and representation in more than 30 countries. For more information, contact 877.506.2973 or visit www.millerheiman.com.