Change Management for Revenue Leaders

Whether wanting to launch a new product, enter a new market, or improve retention and expansion rates, sales leaders are frequently challenged to make significant changes happen at an accelerated rate.

However, sales change efforts frequently fall short of expectations. Worst case scenario, your plans for change are rejected which creates space for competition to enter the market. Additionally, too many change efforts fail to account for the ways in which sales change is different from internal change efforts aimed at other functions.

This 4-week course builds on traditional advice surrounding change management with a special focus on the things that are most likely to derail your efforts. The first three sessions review core principles. The last session builds on shared expertise and invites participants to present a current change project to the group.

In partnership with:

Course details

Enrollment type: Live
Virtual classes: December 5th - January 9th
(skipping the week of Christmas and New Year's)
Class time: Thursdays from 11:00 am - 12:30 pm ET
Open to: Executive Members

Timur Hicyilmaz - Change Management for Revenue Leaders

Timur Hicyilmaz, Instructor

Timur Hicyilmaz is the Co-founder and Chief Product Officer at Insight Revenue. He’s an experienced researcher who uses data to tell stories and make decisions. He produced many of the foundational studies behind CEB, Gartner, and Challenger Sales practice areas that exist today.

Connect with Timur

Course Curriculum

The course is designed for executive sales leaders, who want to drive substantial change within their commercial organization – such as wanting to introduce a new product, enter a new market, or drive a greater volume of expansion sales through Customer Success.

Note: Curriculum topics and/or session order may be subject to change.

Session 1:
Introduction to Change Management

By the end of this class, you will be able to:

Identify and avoid the root cause of why sales change management efforts often fail
Develop a roadmap for sequencing the proposed change

Session 2:
Managing the Process with Empathy and a Clearly Articulated Vision

By the end of this class, you will be able to:

Create messaging that addresses customer, employee, and company goals
Setup a cross-functional pilot as a learning tool
Create and implement policies that support any new process

Session 3:
Leveraging Managers, Teams, and ICs

By the end of this class, you will be able to:

Apply a model for driving adoption
Help managers support their teams through change
Continuously incorporate the voice of the customer and the voice of the field

Session 4:
Capstone Exercise, Discussion, and Accountability Measures

By the end of this class, you will be able to:

Workshop a real change project with colleagues (topics will be identified during the prior session)
Setup accountability measures

Expected Results

By the end of this school, you will have the knowledge and skills to be able to:

Drive successful change management within your organizations.
Craft a plan that addresses structural barriers that might stand in the way of any change
Leverage your broader team to execute change effectively
Think through any accountability mechanisms that will be needed to keep the change on track

A woman smiling while conversing with another Pavilion member.

Course FAQ

: This program is included in the cost of a Pavilion Membership. Not a member? Join now.
: At this time, this program is open to Pavilion Members only. Join Pavilion to enroll for free.
: This course begins on December 5th.
: This course meets on Thursday's between 11-12:30 ET.
: The last day to enroll is December 4th.
: Yes, 100% attendance is required. We recommend that participants attend the live sessions for the optimal learning experience.

However, watching session recordings counts toward attendance for those with scheduling conflicts or in time zones where live attendance is a challenge.
: Yes, session recordings are available if you cannot attend live.
: No, there is no final exam at the end of this course.
: After successfully meeting attendance requirements, you will receive a certificate of completion for this program.