Friday, May 20, 2016

Change Management: How to execute a "positive change"

By Virginia Mburu

From the discussions during the Interior Designers Association meeting, Mwakazi realized he needed to up his game (refer to the previous article here). A change of mindset and a totally different way of addressing current business challenges and customer needs was necessary.  


Top on the priority was change of mindset. The “this is how we do” or “this is how we used to do” would cease to be the norm. He thought about businesses that have been growing fast and Funguo property developers came into mind.

The owner happened to be one of his college mates- Kizito Stua. He noted that he would call him up the next day. He would take the necessary precautions to ensure that the change would be smooth.

Below target
He remembered that he had set a meeting with Kusema for the following day at 3.00 p.m. Kusema was one of the Sales Executives who always had one excuse or the other for their action or inaction. 

Remember he was late for the last meeting because he had to go pay electricity bills. Currently, he was way below his sales target.

This time Kusema was spot on time.  “I appreciate the way you get along with the others staff members. You are very supportive of the team”. Mwakazi told him as soon as he was sited.  “Tell me, how are you doing?”
Kusema started his lamentations, “It is the territory I am assigned’, “I am not getting the support I need’, “I am taking a lot of time doing the reports” etc. etc. etc.

His plan
Mwakazi   then asked him to explain what he was doing about those issues. Kusema responded that he was calling up more customers and meeting them but it seems that the customers were not keen on buying, he had also requested for  a change in territory,  a car allowance  to allow him meet as many customers etc. etc.

 And how well are these “strategies” working for you?
Mwakazi asked. Kusema was silent for a while and then responded. “Not at all, my performance is getting worse”, Kusema replied. “What is likely to happen if the trend continues?” asked Mwakazi.  “I may lose my job and that would devastate me and my family”, Kusema replied

“Tell me, do you think those customers who are not keen on buying from you end up having their interiors designed?” Mwakazi asked. “Yes” Kusema responded looking rather worried. 

He did not like the direction this meeting was taking. It seemed that what he feared most was about to happen and he silently prayed. 

“Who do they buy the service from?” Mwakazi responded. “I don’t know”, Kusema replied almost whispering.

A lifeline
“I have some homework for you.   I require the following from you before the next meeting; 
  1. A report on whether those customers who did not buy from you ultimately had their interiors designed, by who and why
  2. Observe the best performers selling skills and behavior and make a report
  3. An action plan that will result in a remarkable positive change in your results.

While at it, take the following into consideration;

  • Keep your negative emotions in check so that you can strategically plan the next action. Rather than complain, see the positive in the change
  • Identify all the changes you need to undertake in your work life and personal life so as to improve your performance
  • Get as much information on the change, how it will impact your lifestyle, position and what the new expectations are. Make sure you get this information from the right sources
  • When designing the change, you may need to create a new work and life plan and consolidate both in one plan so that you achieve a work life balance. No more running late on paying your bills. Schedule that in the work/life plan
  • What new skills, training, tools will you require? Maybe you could do with some improvement in time or is it task management?
  • What attitudes and habits will you drop
  • Which attitudes and habits will you adopt? What will be the benefits from that will be realised from the change?  e.g. What  new skill will you have acquired? Which dormant skill will you have utilized?


Our next meeting is Tuesday next week but I want the report via email on Monday afternoon.” Mwakazi concluded.

What do you think were the results of Kusema’s findings?  What kind of a change plan  did he come up with? Share with us in the comments section below.

Whatever you do, make sure it results in less work, more money and positive impact.

Update


 Virginia Mburu
The Work Less, Make more Money Passionate Entrepreneurs Coach

Virginia empowers and motivates Passionate Entrepreneurs to realize their purpose and pursue it. She then assists the entrepreneurs to clarify, prioritise and focus on management and marketing strategies and action plans that will get them to work less, make more money and positively impact within one year.   Download some of her gifts- absolutely free lessons on www.biasharacoach.blogspot.co.ke