{"id":7831,"date":"2022-03-03T09:53:00","date_gmt":"2022-03-03T14:53:00","guid":{"rendered":"https:\/\/www.orchestratesales.com\/?p=7831"},"modified":"2022-02-10T15:11:32","modified_gmt":"2022-02-10T20:11:32","slug":"what-change-management","status":"publish","type":"post","link":"https:\/\/www.orchestratesales.com\/organizational-enablement\/what-change-management\/","title":{"rendered":"Driving What Change Management Looks Like"},"content":{"rendered":"\n<p>Change. It\u2019s everywhere &#8211; all the time.  What change management looks like varies from organization to organization. Some view it as a course. Some view it as a theory.  Others view it as a big-bang initiative, or something &#8220;managers do.&#8221;  But, let&#8217;s take a step back for a minute.<\/p>\n\n\n\n<p>Change isn\u2019t just about putting your energy into building something new or simply fighting through the old ways of getting things done. What does change management mean?  For starters, change involves a real shift in thinking, which is something that leaders in commercial enablement learn more about each day. Learning to embrace when it challenges current thinking or ways of communicating is difficult, and that\u2019s the very nature of the role.<\/p>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<span class=\"CZJGza3sf2UKESXLkVWN8itpQIMBq1Yubnxdm5H9l6eOg4F0hw\"><iframe title=\"What Is Changing? What Change Matters\" width=\"640\" height=\"360\" src=\"https:\/\/www.youtube.com\/embed\/JJ9H0ua8AvA?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" allowfullscreen><\/iframe><\/span>\n<\/div><\/figure>\n\n\n\n<p>Commercial enablement leaders find that they must challenge the status quo and disrupt it. That means enrolling others because change isn\u2019t just about one person. Lasting change always involves others. What change management leaders require is often unexpected or overlooked by mid-level managers.  As an orchestrator, it&#8217;s important to enroll others into change. That includes direct reports, as well as those across the organization who are trying to understand what change management looks like.  <\/p>\n\n\n\n<p>It\u2019s human nature to resist change and the unknown to some extent, so commercial enablement leaders need to stay on guard to avoid this pattern of thinking.<\/p>\n\n\n\n<p>Many people end up being reactive when changes happen, and they\u2019re constantly battling a lot of small things instead of focusing on the bigger picture of where the change is heading, or why it\u2019s required in the first place.<br>Leaders must bring their team through change.<\/p>\n\n\n\n<p>Contrary to what many people think, change doesn\u2019t necessarily come as a massive wave and a \u201cbig bang\u201d initiative. Nor can someone simply wave their magic wand and make change happen. There are different types of change, and often it comes in the form of tiny, incremental steps. Much like when the ice melts, it\u2019s largely due to the environment itself.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large is-style-default\"><img fetchpriority=\"high\" decoding=\"async\" width=\"1024\" height=\"683\" src=\"https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2022\/01\/shutterstock_1844668336-1024x683.jpg\" alt=\"What change management looks like\" class=\"wp-image-7832\" srcset=\"https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2022\/01\/shutterstock_1844668336-1024x683.jpg 1024w, https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2022\/01\/shutterstock_1844668336-300x200.jpg 300w, https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2022\/01\/shutterstock_1844668336-768x512.jpg 768w, https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2022\/01\/shutterstock_1844668336-1536x1024.jpg 1536w, https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2022\/01\/shutterstock_1844668336-2048x1365.jpg 2048w, https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2022\/01\/shutterstock_1844668336-624x416.jpg 624w, https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2022\/01\/shutterstock_1844668336-50x33.jpg 50w, https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2022\/01\/shutterstock_1844668336-100x67.jpg 100w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<h2 class=\"wp-block-heading\">What Change Management Looks Like<\/h2>\n\n\n\n<p>There are three types of change people in the commercial system will encounter:<\/p>\n\n\n\n<ol><li>Developmental change \u2014 when things are continuously improving so that change becomes a wave of being<\/li><li>Transitional change \u2014 when the old is being dismantled<\/li><li>Strategic change \u2014 when the company is defining the end state and how to evolve and get there<\/li><\/ol>\n\n\n\n<p>Each person has different consequences, which impacts how they must navigate change when leading. They can also experience all three of these types of change all at one time.<\/p>\n\n\n\n<p>A leader&#8217;s responsibility is to bring people through change faster and reduce the challenges that come with it by minimizing productivity dips. But leaders shouldn\u2019t pretend they know everything that\u2019s going to happen. In an <a href=\"https:\/\/en.wikipedia.org\/wiki\/Ecosystem\" target=\"_blank\" data-type=\"URL\" data-id=\"https:\/\/en.wikipedia.org\/wiki\/Ecosystem\" rel=\"noreferrer noopener\">ecosystem <\/a>like the commercial system, it\u2019s impossible to know everything. Leaders must be aware that they aren\u2019t in control when changes are happening. That type of short-sighted thinking can affect their credibility as a leader, especially if they\u2019re conveying messages that they can\u2019t follow through on.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Learn to overcome resistance.<\/h2>\n\n\n\n<p>Enablement <a href=\"https:\/\/www.orchestratesales.com\/topic\/orchestrators-connect-the-dots-2\/\" target=\"_blank\" data-type=\"sfwd-topic\" data-id=\"6023\" rel=\"noreferrer noopener\">orchestrators <\/a>always need to anticipate resistance when change is happening. Instead of getting frustrated, realize it\u2019s only human nature. But as with change itself, there are different types of resistance. It can show up in a variety of different ways. One of the most common forms is negativity, which is best tackled by counterbalancing it with positivity. And doubling that positivity in order to help keep momentum.<\/p>\n\n\n\n<p>When overcoming resistance, enablement leaders can plan for three stages of change: the start of a change, its implementation, and sustaining it. There are often many initiatives in these stages at one time. As a result, enablement orchestrators must also interact with their colleagues and peers on those three levels to understand how people think and feel about the changes that are happening, while also engaging them to understand of they\u2019re adapting and overcoming resistance.<\/p>\n\n\n\n<p>Finally, repetition is everything when navigating change. Enablement leaders can\u2019t just tell people to go do something \u2014 they may need to ask 7-10 times and remind people why it\u2019s important. Some enablement leaders lose patience and show frustration. Don&#8217;t be one of them. When that happens, they can\u2019t blame others for failing to adapt.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">What you can do<\/h2>\n\n\n\n<p>As an enablement leader, you need an awareness of how much change you can or can\u2019t embrace and handle individually, and as a group. At the same time, you will need to be focused on what change management is required what must happen, and how your actions and decisions affect how you interact with others.<\/p>\n\n\n\n<p>Consider creating solid relationships, or even a formal approach to navigate through constant change. As a leader, the environment you create, and the relationships you have are more critical than anything else. Find out what your team needs from you to increase their resiliency and adaptability to change or to feel more supported. Sometimes, they don\u2019t know what to do or what to say, or just need to be heard.<\/p>\n\n\n\n<p>Last but not least, make sure you\u2019ve considered the views and perspectives of everyone who is impacted by the change. Don\u2019t make assumptions about what you think they will experience. Engage them, and ask them. Talk with them. Otherwise, some peers or team members may feel like they haven\u2019t been considered or are being left behind.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">What it means to you<\/h2>\n\n\n\n<p>Commercial enablement leaders have a unique role in leading people through change, no matter what change management looks like. As a leader, you\u2019re visible and you\u2019re responsible for closing the gap from the current state to the future state. Many might not always agree with a change or feel they have all the information you need to handle change in an optimal way, but with your help and leadership, they will learn to adapt.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Change. It\u2019s everywhere &#8211; all the time. What change management looks like varies from organization to organization. Some view it as a course. Some view&hellip;<\/p>\n","protected":false},"author":96,"featured_media":8477,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[128],"tags":[179],"_links":{"self":[{"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/posts\/7831"}],"collection":[{"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/users\/96"}],"replies":[{"embeddable":true,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/comments?post=7831"}],"version-history":[{"count":0,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/posts\/7831\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/media\/8477"}],"wp:attachment":[{"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/media?parent=7831"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/categories?post=7831"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/tags?post=7831"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}