1. Create Change Or Let It Happen To You

2. Change Is l Finding solutions l Convincing people to try the solutions l Selling l Many think of poor sales experiences

3. What People Like From Salespeople

4. What people like from salespeople l They listen to us l They know their product l They know the competition too l They deliver a solution l They are honest

5. A body moves when the force exceeds the resistance l Each person has physical & mental inertia l Instant change requires infinite force l What causes pain? l How will your change eliminate that pain?

6. Resistance to Change l Must put energy in before receive benefit Fear of unknown l New techniques require extra effort l Experienced people on same footing as new people

7. Reaction to Change l Euphoric blip l Am I doing the right thing? l Start to build experience and acceptance l Preaching to the choir is needed

8. Start With the Most Receptive l Where to Start l Early joiners l Jump on the band wagon l Skeptics l Hard sell l Before You Finish You Need To Sell l Managers l Team members

9. Pilot Project l It does work here l Tune to your company l Pilot different parts of project to different parts of the company l Show the best success l Get the parts most needed where their needed

10. What’s In It For Them? A tool has been developed by the software test group. It’s now being used in manufacturing. Support should be moved to manufacturing. l Manager of manufacturing l Manufacturing engineers l Test manager l Tool designer

11. What’s In It For Them?

12. Preaching to the Choir l Presentation l Practice l Get Feedback l Brown bag l Training session l Newsletter

13. Process Improvement l You have a process l You use the process to build a product l Look at the results and change the process Project Data Collection - + Process

14. Six Step Process Improvement l ID the product & service you provide l ID customers l ID products or services for customer l Know your process - document the real process warts & all l Optimize the process l Analyze the improvement

15. What to Change? l Involve others l More sources of ideas l They like their ideas heard l Brainstorming l Post project reviews l Failure analysis l Ideas from other professions

16. Don’t Change Everything at Once l Fixing the biggest problem has the most impact l Pick too many, none get addressed

17. Summary l Ask what there needs are l Get their ideas for change l Sell what’s important them l Both managers and team members must be committed l Effort required until change is complete l Change is an on going process

18. References l "Streamline Your Process in Six Easy Steps" by Lynne Foster. 1993 Proceedings of the Pacific Northwest Software Quality Conference. l "Quality Improvement and Organizational Change" by Audrey Neal. 1994 Proceedings of the Pacific Northwest Software Quality Conference. l "Incremental Process Improvement" by Rick Clements. 1996 Proceedings of the Pacific Northwest Software Quality Conference. l "10 Piece Toolbox to get People to Change" by Mary Sackrey. 1997 Proceedings of the Pacific Northwest Software Quality Conference. l "Leadership from the Technical Side of the Ladder" by Norm Kerth. (workshop)

19. References l "Creating Optimum Performance During Process Improvement" by Liz Learmont. (workshop) l "Make It Persuasive" from Basic Communication and Leadership Program by Toastmasters International. l "Manage and Motivate" from Speeches by Management by Toastmasters International. l "Training the Sales Force" and "The Sales Meeting" from The Professional Salesperson by Toastmasters International. l "The Seminar Solution" and The Round Robin" from The Discussion Leader by Toastmasters International.