Sales reps are hesitant about new coaching software. How can you overcome their resistance?

C'est très important de bien gérer un tel changement. Il faut comprendre leur résistance et surtout leur montrer l'avantage que cela peut apporter sur leurs résultats. Et surtout garantir une transition maîtrisée via des ateliers spécifiques et une formation.

Be a Resource, Not a Director Supportive Role Resource Provider: Position yourself as a resource they can turn to when needed, rather than someone who dictates their actions. Tailored Support: Offer tailored support based on their specific needs and preferences. Provide options and let them choose what works best for them.

it’s crucial to address their concerns and demonstrate the value the software brings to their roles. Start by involving them in the selection process to ensure their input is considered. Highlight the benefits of the software, such as improved efficiency, better tracking of sales metrics, and enhanced personal development opportunities. Provide comprehensive training sessions to ease the learning curve and offer continuous support to address any issues that arise. Additionally, showcase success stories and case studies from other teams or organizations that have successfully implemented the software. This approach not only mitigates resistance but also fosters a sense of ownership and engagement among the sales reps.

Some people are high risk, some don't like change, some embrace change. What we need to do as leaders is observe and adapt to our audience ensuring our intent (and therefore our language) matches who they are and where they are at. For example, a high 'risk/don't like change' person you would swap 'we are changing x' to 'to make this more efficient and effective, improving... we are evolving this to now be...' note the emphases would be on 'evolving' , 'improving' and not on the word 'change'.

Fundamentally they need to have trust on their management before they trust the software or change the management is bringing in. Also all additional information collected ( through CRM or through AI from calls ) should lead to only towards highlighting areas of improvement, providing concrete ideas / suggestions to improve and backing the team when they try to improve.

Comprehensive training ensures sales rep. are comfortable & proficient with new software: - Offer diverse training sessions: hands-on workshops, video tutorials, and one-on-one sessions. - Cater to different learning styles and schedules for maximum accessibility. - Communicate the availability of ongoing support to reassure reps. - Build confidence and proficiency with continuous guidance.

Introducing new things 1. The why (why are you doing it, what's the benefit to them) 2. How (show then get involvement) half of peoples battle is just the mindset to try and then the first 3 minutes. Like going to the gym, its the getting there .... Break that barrier and you're away...

While discussing new coaching software, emphasize its direct benefits to sales rep. : - Real-time feedback helps reps understand their progress and areas for improvement. - Goal tracking and performance analytics assist in meeting sales targets effectively. - The software is designed to enhance selling skills and boost overall performance. - Personal advantages make reps more open to adopting the technology.

What does that rep care about? Productivity? Involvement? People?Clients? The Team? Efficiency? Talk their langauge, not yours.

If it's early days then this is great. if its not early days and your training a person who sees fault you would want to completely rephrase this to 'This is stage x, its' as good as it's going to be for now.. welcome your feedback for the next phase of it's evolution' (otherwise they can focus on issues and be negative about using it).

Get them to set a goal - after all the other steps are taken. (Ownership, accountability: carrot rather than stick). Break it down into realistic chunks. Some people are good at this and some might be unrealistic and some are doing it to appease you - ensure you know your team so you see through all this.