MBA Education Implementing Cultural Change in Your Sales Group Series Begins Dec. 5
MBA Education presents a three-part webinar series, Implementing Cultural Change in Your Sales Group, on December 5, 12 and 19.
Today, sales leadership faces not only a fickle consumer but technological and communications improvements that will transform all phases of the sales organization. Maintaining the status quo in the sales organization doesn’t work anymore and can even put an executive’s job at risk. But research shows that leading and managing change is difficult. Typically 70% of change efforts do not achieve the desired outcomes. More than half fail with no evidence of change and even some efforts resulting in harming the sales group. To be successful in today’s marketplace, sales management needs a change process that will help the sales force to adopt and sustain new behaviors.
This webinar is a three-part series on how to implement change initiatives the right way to increase their likelihood of success. The reality is, success doesn’t come from shiny new tools. It comes from breaking old habits and makes changes at the individual level.
Webinar Series Dates
–Part I (Envisioning): December 5
–Part II (Owning): December 12
–Part III (Activating): December 19
All three webinars take place from 2:00-3:30 p.m. ET.
Objectives
–Know where you are and where you are going
–Establishing the compelling case of change
–Defining the problem: Why the current state is not sustainable
–Establishing a clear vision: what insights can be determined from data and not hunches
–Answering the hard question: what are your strengths and weaknesses against your resources?
–Determining priorities when there are many challenges and change initiatives
–Putting the vision together: Adding metrics
–Do you need a third party to help in making the change?
Speaker
–Pat Sherlock, President, QFS Sales Solutions
Who Should Attend
This webinar is appropriate for all positions in sales leadership in mortgage banking, from CEOs and Head of Sales to divisional managers.
Login instructions will be sent to paid attendees in advance of the webinar. All paid attendees will receive a copy of the audio recording and PowerPoint deck at the conclusion of the webinar.
To register, click https://store.mortgagebankers.org/ProductDetail.aspx?product_code=E2181716U/REGIS.
Discounts
Attendees who register for all three webinars are eligible to receive 20% off. Please use the promo code CHANGE upon checkout to receive your discount.
For more information, click https://www.mba.org/store/events/webinar/implementing-cultural-change-in-your-sales-group-part-i.
