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9 Steps to Facilitate Change in Your Business




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by Mary-Rose Hoja in EPE, LinkedIn

The truth is that most people resist change.

It can be difficult and messy – and we like to avoid those things at all costs.

But what if avoiding change is keeping your company from growing and from accomplishing your business goals – and creating a lot of tension?

Over the next three to four months, we may start feeling a slowdown and the chain effects of current global events. Your company needs to be proactive in building a sales pipeline.

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You likely have a clear business strategy and a solid structure in place, yet you still feel that your division or company is not reaching its full potential in marketing and sales.

Perhaps you’re feeling frustrated that some of your great plans aren’t put into practice – or at least not quickly enough. You need to see more ownership, less excuses, and more things done.

If you currently have leads and sales coming in, it can sometimes be incredibly difficult to get your staff to change their behaviour, their attitudes, and to start being proactive.

Much energy can be wasted on internal turf-games, blame-games, and excuses, and you know that how you use your talent and resources could be improved.

Essentially, you have 2 options: 

  1. Continue as usual, maybe start some campaigns and hope that people’s behaviour will change on its own. After all, change is hard, right?


  1. Actively facilitate change.

If you choose option 2, how do you do this?

Change can be incredibly challenging. What does that mean for the effectiveness of new marketing initiatives? It means almost all of it is wasted!

What’s missing? Their heart is missing! The emotional impact is missing! 

Know that most changing and learning take place in ”real life”. 

There is a rule called the “70/20/10 rule” from Lombardo and Eichinger. It says that we learn when we are emotionally engaged. We learn when we get the chance to repeat best practice over and over again!

Your people need to really FEEL what your business needs now, or in the future.

And they need to CARE. They need the motivation to do something about it. 

This might come from feedback, a mistake, watching other people’s reactions, failing, or not being up to a task – in  other words, from experience.


70% of learning takes place on the job – from experience. 

20% comes  from feedback and working around good and bad examples 

10% comes from courses and reading

People change their attitude and the way they behave if there is an emotional experience. That is why so many successful entrepreneurs have experienced trauma. 

It is very hard for most of us to think ourselves into a new way of acting. Something needs to trigger us to do it! 

The key is to find a way to concentrate people’s real life experiences – sometimes fun, sometimes painful – into a safe setting where people feel appreciated and validated. 

The good news is that you can facilitate change, and here’s how to do it:

Step 1:

The first step is to have a clear focus on exactly what marketing and sales attitudes and skills you want to be better – on a company, group, and individual level. Get people to own this.

Step 2: 

Agree on an ambition level – around 50% of what you think they can do.  People tend to get excited at the beginning, but as the honeymoon period gives way to actual work, you may start to see that the level set was too ambitious.

This can make people feel they have over-promised and under-delivered, which is discouraging and sets them up to fail. Keep it simple by doing a minimum viable pilot that generates adrenaline.

Step 3: 

Agree to follow a best-practice process, with a tiny time investment that will give a quick win for THEM. Think a few days up to 90 days.

Step 4: 

Get started. You must start immediately, or inertia will set in. Start inertia is enemy number one.

Step 5:

Make sure people feel safe. Focus on their own personal strengths. What are they good at? Focus on their good intentions. Do they mean well, even if they haven’t been acting like it?

Step 6: 

Make sure they understand the cost and consequences of keeping on doing things the way they are. Be honest: if nothing really bad will happen, and you are content with the way things are, you wouldn’t bother doing anything different either. Why should they?

Step 7:

Do a tiny pilot, during which you monitor your own and others’ behaviour and attitudes. 

Step 8:

Measure results and outcomes. Finish the pilot, review, and celebrate wins!! 

Step 9:


Repeat these steps over and over again, adding one tiny different thing each time. Don’t let momentum get lost. It is far easier to tweak and shift than leap.

It’s like getting children to brush their teeth. Or eating more greens.

Celebrate your wins, and embrace that this will take time. If you have skeptical people, it is often because they don’t want to put in the work.

That’s it! 

Your first challenge is to go find a champion in your company and get a tiny bit of ownership from them.

My team and I help eight-figure B2B businesses – our ideal clients – build cost effective sales pipelines, and we’d love to hear from you.