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olitics, economics, trade, downsizing, outsourcing, technology, the stock mar- ket, the Fed…pick your poison. Change is everywhere you look. And change


means uncertainty. And uncertainty means – well, who the heck knows?


One thing you can count on: there will be change. But you don’t have to be a victim of it. You can chart your own course. Take a look at your desk calendar and see where you were, professionally, exactly one year ago. Then ask yourself what were the biggest internal and external changes that affected you during the past 12 months. An economic slowdown or uptick, or the election, or maybe job cuts? While your situation now may be dramatically


different than it was a year ago, the changes themselves are not the most important consider- ation. Rather, how you deal with transitions and innovations, as well as the aftermath of change, are equally (if not more) significant – and certainly a challenge for any sales manager. While sales forces are widely and rightly touted as the engines of change, sales managers keep the ship on the right course at the right speed and steer it clear of potential hazards ahead.


How do they do it? Selling Power spoke with sales managers to better understand how they navigate the sea of change.


YOUR MOST VALUABLE ASSET What asset or characteristic is most valuable when dealing with change? For Sharon Winton at a Mis-


SELLING POWER MAY 2017 | 25 © 2017 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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