5 keys to turning Change into Transformation

2. Change in Direction

3. Resistance to Change

4. Future reality

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

8. Change happens

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

14. Strategic Direction

15. Abiguity
Strategic Change

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

19. Contextual confusion

20. Excessive Short-term focus

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.”

24. Change is terrifying

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

38. Curiosity mindset

39. Future reality

40. You choose

41. Future reality

42. www.flickr.com/photos/12023825@N04/2898021822
Growth strategy?

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

48. Aspirational thinking

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

59. Business as Usual

60. “Disruption is no longer
disruptive - it is normal.”

61. Constraint-based thinking

62. Collective constraints

63. Collective constraint-based thinking

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

66. Anticipate change

67. Business Agility

68. Adapting to change

69. Ability to learn

70. Ability to collaborate

71. Growth Mindset

72. Predictive Mindset

73. Adaptive Mindset

74. Possibility 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

78. Managing for Change

79. Personal accountability

80. Commitment to Change

81. If It Is To Be
It Is Up To Me

82. Wishing for Change

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

85. Disciplined effort

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