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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 the proven leader and innovator in sales execution with more than 30 years of helping businesses grow profitable sales by increasing their close rates, lowering the cost of sales and reducing the length of the sales cycle. The company’s common framework of easily repeatable methodologies, combined with a tradition of research and thought leadership, helps firms of all sizes win complex sales. Miller Heiman is a worldwide leader in sales performance with programs in 20 languages and corporate offices in the United States, the United Kingdom and Australia. For more information, visit www.millerheiman.com.