The Audible-Ready Sales Podcast Dealing With Changes in Leadership
Mar 21, 2023
John Kaplan, a sales leader and advisor who helps sellers and managers navigate change. He talks about recognizing your reaction to leadership shifts. He explains how to learn the why and expected outcomes. He covers staying focused on what you control and building early trust with new leaders. He discusses handling changes in other departments and deciding if a change is right for you.
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Recognize Your Change Response
- Change is inevitable and humans are hardwired to resist it.
- Assess your own openness to change by asking if you tend to be open-minded or closed-minded and be honest about it.
Listen For The Why First
- Listen for the why or purpose behind the change before diving into tasks.
- Emotionally connect to the why because once you have purpose, understanding the what and how becomes easier.
Double Down On What You Can Control
- Focus on what you can control when teams are being restructured.
- If your assignment is unchanged, keep delivering against your plan and avoid getting overly caught up in unrelated changes.