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Video: Managing Change in a Sales Organization

We most certainly live in an age of accelerated change.

In this interview, Richardson’s CEO John Elsey shares with you Richardson’s view on how to transform your sales organization.

Change is often tied to chaos and uncertainty, which makes implementing change difficult. Richardson responds with a change model outlined by A.D.K.A.R. – Awareness, Desire, Knowledge, Ability, and Reinforcement. These components help to build a process and a platform for leading a successful change initiative. As stated by DiStefano, when a company is in sync with change, the outcome is a smooth, continuous course toward achieving greater operational effectiveness.

About the Author

Richardson is a global sales training and performance improvement company. Our goal is to transform every buyer experience by empowering sellers with critical skills so they can create value to buyers and drive meaningful conversations. Our methodology combines a market proven sales and coaching curriculum with an innovative and customizable approach to learning that ensures your sales teams learn, master, and apply those behaviors where and when it matters most — in front of your customers. It’s our job to anticipate change in your industry so that your sales team can focus on fostering long-term relationships, becoming indispensable partners for their buyers.

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