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Resistance…

I find the dichotomy intellectually interesting.  Sales professionals by and large make our living selling the next new thing to our customers and expecting our customers to embrace the change that comes along with replacing their old, tried and true things with our new-new things.  Yet, we sales professionals are among the most change-resistant folk on the planet.

A few months ago I was assigned the task of building a new course in my company’s sales training curricula.  When I reviewed the draft of the content I was to use, I whined.  Actually, I whined, stomped, argued, pushed back, pleaded, plotted and cajoled in every possible way I knew to try and avoid the assignment.  My boss was patient, pleasant, and steadfast.  He reminded me of my responsibilities; reminded me that the President of our company stated this course would be rolled out by September 1st.  My boss asked me if I could get it done by the deadline (but he really wasn’t “asking”):

At first speechless, Acheson had said he was not qualified to meet the demands of the office.  “This”, responded Truman, “was undoubtedly so, the question was whether he would do the job anyway.”    

Harry S. Truman

It is more accurate to say I didn’t have to develop the training from scratch.  I was expected to “tweak” the training that had been developed for another part of our company so it would better align with our resellers.  Since then, there have been frequent meetings with my cross-functional team trying to decipher just how to “tweak” the class and deliver the assigned content…

In all my years in business, I have found that people in meetings tend to agree on decisions that as individuals, they know are dumb. 

John M. Capozzi

Of course, all along the way I looked for opportunities to insert my personal, professional preference – which was to do nothing.  I didn’t like the new content; I preferred staying status quo.  “No change” was my mantra.  I was reacting just like many others when faced with making a change – hide!  But, as we all know progress is based on progression:

The problem with doing nothing is not knowing when you’re finished. 

Benjamin Franklin

So I toiled on to complete my assignment to the best of my ability.

I mean, just because this new content was not something I dreamed up doesn’t make it bad.  It’s just new; different; requires me to make a change.  Who knows?  It might turn out that I actually like the new-new way.

I’m not sure what the root cause of my resistance has been.  Maybe I thought I would fail with this assignment; let my boss down; disappoint my clients….

It seems to me that the largest impediment to a healthy attitude toward failure is our inability to distinguish between just plain being stupid and failing on the way to great success. 

Unknown Sage

Yes, change comes with challenge.  As it turned out, I was able to create the new content.  And to help with my deployment plans, I delivered a “dry run” for my internal colleagues.  I “crashed and burned”.

It was back to the drawing board to make the necessary improvements.  Then, last week I delivered my 2nd go ‘round – this time to live clients.  The outcome?  Well, no one quit; no one got hurt; so I’m calling it a success!

They’re still a little reluctant to the change their ways and adopt the new training, but that’s OK.  I can relate.

GAP

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