Coincidentally, I have spoken to two MDs in the last day about changing the structural and operational fabric of their sales functions.
The numbers make sense, the business case stacks up, given the status quo the restructure is a good option, the risk is worth the return…but why then is their trepidation?
We tend to want to stick to what we know; to the way that things have always been done. We like the “known”.
But we also know that staying within the comfort zone, even one that isn’t entirely effective, is more “comfortable” than trying a new approach.
With change comes disruption, resistance, capability gaps and so forth…but these issues are NOT the reason to not make a change. In fact, they could be just the reason to shake things up!
It takes a bold leader to make significant structural changes but sometimes that’s the only thing that will move the needle.
Don’t stay too comfortable, be intrepid; it might be just the energy your company needs.