Change or Die: Change is Difficult, but not changing is Fatal
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5 keys to turning Change into Transformation
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Change or Die: Change is Difficult, but not changing is Fatal
- 5. • everyone you compete against • both as an organization and as an individual.” 1. Out-think 2. Out-innovate 3. Out-execute Future success means you must:
- 6. Your past does not define your future
- 7. CHANGE Unless you can not
- 9. Red or Green thinker?
- 10. Get it right
- 11. Get it wrong
- 12. CHANGEbefore you have to CHANGE
- 13. The status quo is not a growth strategy
- 16. Unified change
- 17. “A bend in the road is not the end of the road unless you fail to make the turn” - Helen Keller
- 18. Ambiguous change
- 21. F O C U S - Follow - One - Course - Until - Success
- 22. Organisations don’t change - people do
- 23. - David R Ednie “The problem with change is the inability of people to let go of their old ideas.”
- 25. “Everyone thinks of changing the world, but no one thinks of changing himself.” Truth about Change - Leo Tolstoy (1828 - 1910)
- 26. You feel like this?
- 27. You feel like this?
- 28. Change what needs changing. Not what is easy to change. Change should be Transformational
- 29. “The secret of change is to focus all of your energy, not on fighting the old but on building the new.” Change = Enabling the New - Socrates (470 BC - 399 BC)
- 30. - Bob Dylan, 1964 “The times they are a-changin'...”
- 31. - Bob Dylan, 2016 “The times they are still a-changin'...”
- 32. “All failure is failure to adapt, all success is successful adaptation.” - Max McKeown, Adaptability: The Art of Winning In An Age of Uncertainty Change = Adapting to a new situation
- 33. 3 Levels of Change1 Always Start with Why?2 Thinking at 3 Time Horizons3 Barriers to Change4 Creating a Culture of Change5
- 34. 1. External Business Environment 3 Levels of Change: 2. Organisational Change 3. Personal Change
- 35. 1. Challenge the status quo 3. Challenge your beliefs 2. Challenge your assumptions Navigating Change
- 36. SalesChannel Europe ©2016 All rights reserved • The customer has changed • The buying process has changed • The Sales Cycle -> The Customer Adoption Cycle • Market segmentation -> Buyer personas • Marketing -> Digital Marketing -> Social Media -> Social Influence -> Social Selling • Demand Generation Programs & Campaigns • User Value Proposition and Persona Messaging • Marketing Manger -> Community Manager • Internal Alignment • Execution accountability • Sales Channel alignment • Multi-channel touchpoint experience • E2E Customer Experience Rethink the Customer Rethink Sales & Marketing Rethink your Organisation 36 Vision of Desired Future State Change = Business Transformation
- 37. 3 Levels of Change1 Always Start with Why?2 Thinking at 3 Time Horizons3 Barriers to Change4 Creating a Culture of Change5
- 39. Future reality
- 40. You choose
- 41. Future reality
- 43. Success is the other side of failure
- 44. - Peter Drucker “The greatest danger in times of turbulence is not the turbulence - it is to act with yesterday’s logic”. The Challenge of Change
- 45. 3 Levels of Change1 Always Start with Why?2 Thinking at 3 Time Horizons3 Barriers to Change4 Creating a Culture of Change5
- 46. Horizon 1 0 - 6 months Horizon 2 6 - 12 months Horizon 3 12 - 36 months Thinking at 3 Time Horizons
- 47. Business Transformation Operational Excellence Thinking Time Horizon Sales Success Business Objectives Operational Requirements Thinking at 3 Time Horizons Exec Management Operations Customer Organisation Decision Drivers: Value Cost Price
- 49. Appealing to the right brain
- 50. 3 Levels of Change1 Always Start with Why?2 Thinking at 3 Time Horizons3 Barriers to Change4 Creating a Culture of Change5
- 51. - Peter Senge "People don't resist change, they resist being changed." Barriers to Change
- 52. Barriers to Change “People are not afraid of change. They fear the unknown.” - Dick Brown, CEO of EDS
- 53. Legacy thinking
- 54. Wedded to the past
- 55. “Unlearning is more difficult than learning” - English Proverb
- 56. “The illiterate of the 21st will not be those who cannot read and write, but those who cannot learn, unlearn and relearn.” - Alvin Toffler learn, unlearn and relearn
- 57. Legacy thinking
- 58. Business as usual Barriers to Change Change is the new normal
- 60. “Disruption is no longer disruptive - it is normal.”
- 64. The single biggest reason companies fail is that they over invest in what is, as opposed to what might be.” “ - Gary Hamel, American management expert
- 65. 3 Levels of Change1 Always Start with Why?2 Thinking at 3 Time Horizons3 Barriers to Change4 Creating a Culture of Change5
- 67. Business Agility
- 69. Ability to learn
- 71. Growth Mindset
- 73. Adaptive Mindset
- 75. 3 Levels of Change Always Start with Why? Thinking at 3 Time Horizons Barriers to Change Creating a Culture of Change Quick Review: Great Leaders Inspire People to Take Action Think: Entrepreneurs and Children Overcoming Fear of the Unknown Your Customers, Your Company and You Competing to remain relevant to tomorrow’s customers Curiosity -> Growth Mindset
- 76. Speed of change
- 77. Internal Speed of Change
- 81. If It Is To Be It Is Up To Me
- 83. Habits of Successful People: They start before they feel ready Start now
- 84. Knowing Doing Execution is key • A Plan • Time • Effort • Attention • Procrastination • Action! Discipline
- 86. Get it right
- 87. www.flickr.com/photos/horacio/3781750 David R Ednie President & CEO SalesChannel Europe Ph: +33 676 60 09 25 (FRA) Email: david@saleschannel-europe.com Website: www.saleschannel-europe.com David R Ednie President & CEO SalesChannel Europe Ph: +33 676 60 09 25 (FRA) Email: david@saleschannel-europe.com Website: www.saleschannel-europe.com