We all can agree: professional opportunity management is good for both the sales person and for the company. It generally takes the form of a defined, consistent sales process, designed for the company’s organization and goals, and shared data for transparency and teamwork.
So, why doesn’t everybody jump on it? What makes people sometimes feel wary? And what can be done to make implementation a smooth and successful process?
The introduction of professional opportunity management means change – change for the better, but change. In order to manage the implementation for everyone’s benefit, we must understand what change means to people.
First of all there is uncertainty. People get used to their own way to work. They develop routines and habits that they feel comfortable with, and although these may not be optimal, they provide confidence and make life easier. Changing the way you work means learning how to do things differently, adjusting habits, and hence giving up routines. This can cause uneasiness, which makes changing anything difficult, not just the implementation of a professional opportunity management.