Posts Tagged ‘Case Study’

Collaborating with Sales – Documenting the Saga

Welcome to the Collaborative. This blog, which has morphed over time from a place to track the happenings of high tech collaboration to musings about collaborative communities in every day life to a quiet corner of the interwebs while I spent some time thinking about voids.

There’s something missing in collaborative communities online. Something that the blogosphere has passed over (at least as far as my browser can tell). While there are many resources about how to solve specific technology problems (complete with working examples) there are few if any places where CRM related change management and change acceleration are discussed in detail.

I’ve talked to a few readers and have heard what this space should not be: a place to simply pontificate about why change is important. Of COURSE it’s important. Those companies that change well thrive. Those that don’t or can’t, well they end up on the beach just as the tsunami of change rushes over them like a brick wall of energy and they are left to ask, “how did we miss this?”

So armed with what this conversation community won’t be, I’m taking a stab at what it should be: A place to share my experiences with change and how the Technical Strategy coupled together with cultural strategy creates effectiveness every time. Real examples, WIP, successes, mistakes, customer marvels and malcontents. All cards face up on the table.

Below is an introduction to such a conversation. I invite you to soak it in and join the journey with me. I’m not sure where this will end or how we’ll get there. Along the way we’ll debate, laugh call each other names and through the process, learn.

I look forward to the journey. Both the journey of bringing more and better change management to organizations of all sizes and for the opportunity to collaborative with you to make this a place to share and to effect change in all that we do.

Change and the Organization – A Match Made in Hell 2.0
Note: names (both individuals and companies) are removed to protect all involved. What matters is not WHO specifically but who generally and why specifically.

Picture a sales organization for a multi-billion dollar company. Exceptional industry knowledge, best of breed technologies to serve the customer, brand recognition to kill for.  Picture that same sales organization having revenue, cost center and incentive figures in giant silos separated by time and space. Picture a sales organization who’s idea of new business is growing current business next year by 5 points.

Layer into that picture a culture void of goal setting for sales people. Of course there’s goal setting for the business. Budgets must be completed yearly…but nothing to track a sales person’s performance.

Meanwhile, somewhere in the middle of the ocean a major techtonic shift occurs. Questions like, “shouldn’t we incent our sales people to sell?” arise from the murky depths and catch, because of changing leadership a current. The wave slowly grows in size, speed and force. Those caught up in it as it rolls quietly and quickly along ask similar questions. Those safely on shore start to hear reports of large, fast swells and want to protect themselves. They want to move inland and surround themselves with all the reasons that they need not change.

This then is the story of a company. A real living breathing company who is right now in the middle of this coming tsunami. My job is that of surfing instructor. I won’t stop the wave (I’ll encourage it) but I’m all about getting you on a board and hanging ten together. This space will chronicle that journey, as well as, provide a place for us to collaborate on thoughts, suggestions and lessons along the way.

Now it’s time for your feedback. Please find the poll below and let me know what you think. Hate it? Cool…we’ll scrap it and move on. Love it, we’ll find ways to get you and your change management successes and nightmares chronicled. Not convinced…tell me what we’re missing. My goal is simple: to share an experience that we can all study, learn from and add value to the collective pool of knowledge.

I look forward to the journey.

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