The Change Challenge Practical advice for sales and marketing professionals that will drive results Andrew Freedman Regional Sales Director RWD Technologies afreedman@rwd.com @humanlearning 410.371.0477

The Change Challenge Sell more Accomplish the same or more with fewer resources (people, tools, money, marketing) We cut back people, others have to pick up the slack (do more, take on additional roles) The economy is tough, and companies are cutting back and getting more cost conscious

Roles and Responsibilities When roles and/or responsibilities change, what challenges to people, teams and organizations face? Proactively and reactively, we can…… But you don’t understand, my situation is different…..

Strategic Vision, sets the path forward, provides direction MOT Analysis Strategic Vision, sets the path forward, provides direction M Roles, goals, responsibilities, boundaries, ground rules, how we work together How we will leverage technology as part of our strategy, tying together the other two components O T

Resources Better-A Surgeon’s Notes on Performance by Atul Gawande CRUSH IT- Gary Vaynerchuk Think and Grow Rich- Napoleon Hill Level Three Leadership – James Clawson 1st 90 Days- Critical Success Strategies for New Leaders at all Levels