The emerging characteristics of successful change

  • Awareness and awakening- defining the new vision
  • Physical and process change- the re-engineering piece
  • Cultural change- the “hearts and minds” pieceSales team return
  • Skills and knowledge- rewiring to host a different conversation
  • Continuous improvement- practice and renew

The 4 Ps of structural change

  • Physical
  • People
  • Process
  • Product

The 4 Cs of strategic change

  1. Convert customer to stay
  2. Convert stay to engage
  3. Convert engage to counsel
  4. Convert counsel to sell

TAPES your hero categories

  • Treat
  • Alleviate- symptoms and side effects
  • Prevent
  • Enhance
  • Support