Change Management for Revenue Leaders

Overview

Whether wanting to launch a new product, enter a new market, or improve retention and expansion rates, sales leaders are frequently challenged to make significant changes happen at an accelerated rate. 


However, sales change efforts frequently fall short of expectations. Worst case scenario, your plans for change are rejected which creates space for competition to enter the market. Additionally, too many change efforts fail to account for the ways in which sales change is different from internal change efforts aimed at other functions. 


This 4-week course builds on traditional advice surrounding change management with a special focus on the things that are most likely to derail your efforts. The first three sessions review core principles. The last session builds on shared expertise and invites participants to present a current change project to the group.

Designer Bio

Zachary Gropper is the Founder and CEO of Insight Revenue. This global firm provides research, coaching, training, and advisory support to help businesses transform and reach the next level of growth. He has over 25 years of experience in B2B sales and marketing, with significant roles held at renowned organizations including CEB, Gartner, and Challenger.


Alan Slavik is the Co-founder and Chief Operating Officer at Insight Revenue. In 20+ years, Alan has worked and traveled in over 50 countries, developed and launched countless new offerings and has had the privilege to partner with some of the world’s greatest brands and companies. 


Timur Hicyilmaz is the Co-founder and Chief Product Officer at Insight Revenue. He’s an experienced researcher who uses data to tell stories and make decisions. He produced many of the foundational studies behind CEB, Gartner, and Challenger Sales practice areas that exist today. 


Information

Who Should Take

The course is designed for executive sales leaders, who want to drive substantial change within their commercial organization – such as wanting to introduce a new product, enter a new market, or drive a greater volume of expansion sales through Customer Success. 

Results to Expect

By the end of this course, you will have the knowledge and skills to be able to:

  • Drive successful change management within your organizations.

  • Craft a plan that addresses structural barriers that might stand in the way of any change

  • Leverage your broader team to execute change effectively

  • Think through any accountability mechanisms that will be needed to keep the change on track

Homework, Assignments, or Expectations

There is no additional work required outside of class.

Attendance Requirements

100% attendance is required for certification.

Outline

Class meets every Thursday from 11:00 AM - 12:30 AM ET, starting March 21st. Enrollment closed on March 20th.


Session 1: Introduction to Change Management
By the end of this class, you will be able to:

  • Identify and avoid the root cause of why sales change management efforts often fail

  • Develop a roadmap for sequencing the proposed change


Session 2: Managing the Process with Empathy and a Clearly Articulated Vision

By the end of this class, you will be able to:

  • Create messaging that addresses customer, employee, and company goals

  • Setup a cross-functional pilot as a learning tool

  • Create and implement policies that support any new process

Session 3: Leveraging Managers, Teams, and ICs

By the end of this class, you will be able to:

  • Apply a model for driving adoption

  • Help managers support their teams through change

  • Continuously incorporate the voice of the customer and the voice of the field


Session 4: Capstone Exercise, Discussion, and Accountability Measures

By the end of this class, you will be able to:

  • Workshop a real change project with colleagues (topics will be identified during the prior session)

  • Setup accountability measures

Become the leader we know you can be

Develop your career alongside a powerful network of peers and enable your team to reach new heights