Make It Stick - ISPI€¦ · Build momentum Make it sustainable Vision & belief New way of selling...
13
Make It Stick Make It Stick Creating Sustainable Change © Liisa Pursiheimo-Marcks 2010
Transcript of Make It Stick - ISPI€¦ · Build momentum Make it sustainable Vision & belief New way of selling...
Make It StickMake It StickCreating Sustainable Change
© Liisa Pursiheimo-Marcks 2010
2 kinds of change2 kinds of change
Change lands upon us
Challenge: Manage reaction
Our choice to change
Challenge: Motivate behavior
© Liisa Pursiheimo-Marcks 2010
Stage 1 Stage 2 Stage 3
NumbnessShock
Moving On
KublerKubler Ross Transition CurveRoss Transition Curve
Denial
Fear
Anger
DepressionUnderstanding
Acceptance
Moving On
Time
KotterKotter in a sequencein a sequence
Quick wins
Build on gains
Institutionalize
SUSTAINABLE RESULTS
FLAVOR OF THE MONTH
Burning platform
Change team
Develop clear change vision
Communicate change vision
Empower people to act
JUST AN EVENT
Modified from John Kotter© Liisa Pursiheimo-Marcks 2010
Make it sustainable
Process alignment
Stages of changeStages of change
Build momentum
Vision & belief
Leadership
Communication
Remove obstacles
Quick wins
Metrics
Manager reinforcement
Performance expectations
Culture & values
© Liisa Pursiheimo-Marcks 2010
Example: New Sales MethodologyExample: New Sales Methodology
Build momentum Make it sustainable
Vision & belief New way of selling Process alignment
Aligned with CRM, operational reviews
Leadership Decentralized function, strong chair, 4 leadership changes
Metrics Process metrics followed by impact metrics. Impact study?
changes
Communication Multiple channels Manager reinforcement
Coaching training, funnel reviews
Remove obstacles
Process simplification
Performance expectations
Consistent through the whole sales force
Quick wins Multiple success stories shared
Culture & values
Work in progress
© Liisa Pursiheimo-Marcks 2010
Hope
Belief
Try it
Drive it
Doubt
Hope
Wait and see
Try it
© Liisa Pursiheimo-Marcks 2010
Evolving metricsEvolving metrics
� Process metrics
◦ Compliance
◦ Degree of adoption
◦ Leading indicator
� Impact metrics
◦ Commitment
◦ Results
◦ Lagging indicator
© Liisa Pursiheimo-Marcks 2010
Compliance and commitmentCompliance and commitment
Focus on the resultCommitment
Focus on the activityCompliance
© Liisa Pursiheimo-Marcks 2010
The circle of cultural normsThe circle of cultural norms
Beliefs,Observations,
Outcomes,
In this place, when you do this, this happens.
In this place, when you do this, this happens.
Thoughts
Actions
Outcomes,
Consequences
© Liisa Pursiheimo-Marcks 2010
Where to break the cycle of culture Where to break the cycle of culture to introduce changeto introduce change
Beliefs,Observations,
Outcomes,
In this place, when you do this, this happens NOW.
In this place, when you do this, this happens NOW.
Thoughts
Actions
Outcomes,
Consequences
© Liisa Pursiheimo-Marcks 2010
Observations, outcomes, Observations, outcomes, consequencesconsequencesPeople who embrace the change People who resist the change
Get hired
Get visibility
Get recognized
Get resources Don’tGet good reviews
Get rewarded
Get promoted
Don’t
Systematic and intentional
© Liisa Pursiheimo-Marcks 2010
