Understand the Human Dynamics that Result in Successful Initiatives

FOR EXECUTIVES, MANAGERS, AND
THEIR ENTIRE TEAM

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Based on the principles of the Sandler Selling System^®

AUTHORED BY

YOUR FAST-PACED, ACCESSIBLE INTRODUCTION TO SANDLER CHANGE MANAGEMENT PRINCIPLES

It all starts when you read our sample chapter

REQUEST YOUR FREE CHAPTER

Hamish Knox plays an important role in Sandler’s worldwide organization, being recognized nationally and internationally as a business development expert specializing in executive sales consulting and sales productivity training.

A dynamic, enthusiastic speaker and certified Sandler trainer, Hamish informs, entertains, and motivates both leadership and rank-and-file sales teams to achieve at their full potential.

HAMISH KNOX

Designed for leaders, this powerful resource details and demonstrates the four stages of transition and eight common negative consequences that accompany organizational change.

ORGANIZATIONAL CHANGE SUCCESS

BE PREPARED FOR ORGANIZATIONAL CHANGE

The Four Stages of Transition

Denial
Resistance
Exploration
Commitment

Sandler^® strategies for getting everyone “on the same page” under new circumstances.

The Eight Negative Consequences

A sense of loss
Confusion and ambivalence
Reduced trust
Increased concern about survival

Communication problems
Lower productivity
Turnover
Strong emotional responses