The Change Equation At Work?

Meeting sales target is what we want to achieve. We can improve sales if we set up corporate sales channel. If we don’t do anything, we will not reach sales target. Hmmm, the statement mentioned looks like something from the “Change Equation”

D x V x F > R

B = Dissatisfaction with how things are now (will not meet sales target if we keep doing the thing we are)
V = Vision of what is possible (achieve 1 mil card sales)
F = First, concrete steps that can be taken towards the vision (set up corporate sales channel)
R = Resistance

Okay, let’s put the equation to work! In order to influence the key stakeholders of the importance of new corporate card sales channel, I use the Change Equation to show them how critical the situation and by them supporting the idea, it is a small step to achieve card sales target. I made a presentation to my boss, the relevant department heads and COO.

Guess what! They finally agreed to it. The management would support the program and requested me to review the existing card price structure and work with new suppliers that can provide faster service! Hurrah!
Good idea? Perhaps………

The sales team says they don’t have the capability of corporate sales. They don’t have enough corporate contacts. Finance department thinks the idea is fine but don’t really agree to give discounts for bulk card orders. The card procurement unit can’t secure a faster production leadtime, which is important for fast bulk purchases by companies.

A good idea is just an idea without everyone giving full support.