Article – To get your team to embrace change, emphasise what will remain the same - Shipley Asia Pacific

Is your team:

*Trying to bridge the sales to winning bids gap?

*Having good sales conversations that are not translating into winning business?

It is most likely because of a Business Development process gap between the two.

New research recently published in the Academy of Management Journal adds a logical nuance to bringing teams along with the change, including salespeople and bid & proposal people.

Remember to encourage and reinforce what will stay the same, as well as the areas in need of change.

To read the Harvard Business Review Article by Merlijn Venus, Daan Stam and Daan van Knippenberg, click here.