Understanding Change for Ensuring a Positive Bottom-line

ChangeChange : Make or become different i.e. change the law; change the colour from green to gold.

For most organisations change is a re-active state of being coming about from a need to be profitable. Whilst the saying–“What ain’t broken, don’t fix it”– is what most senior management follows; in today’s business world change needs to be factored into the business process if one is to have a successful bottom-line.

As a head of a division, or a department or, for that matter, as the head of a organisation how do you influence behaviour in order to bring about successful change? At the end of the day, change boils down to people and their attitude. And attitude comes about from behaviour and perception. Both of these need to be influenced in order to bring about the desired behaviour.

Influencing behaviour is easier said than done. But there is a way to rally the staff around a single purpose and thus bring about a change in behaviour.

Noble Sales Purpose (ref: from the “One-minute change that will transform your company).

Identifying a pivotal behaviour and putting it down as an organisation policy and, perhaps, titling it as the ‘ Noble Sales Purpose (NSP)’ is a simple way of initiating a behaviourial practice that any organisation can implement.For service oriented organisations, having such a behaviorial practice in place, is actually extremely helpful not just from the bottom-line perspective but from a staff motivation point of view.

By implementing such a policy each and every staff member personally connects with the stakeholder. They empathise with the needs of the stakeholder and take that understanding back to their daily job and this aids in improving the work process and results in a satisfied stakeholder.The end benefit of this is the impact on the organisation brand reputation.

In time, such service becomes self-reinforcing and staff get to see themselves as key representatives of the organisation. This ends up having a hugely positive impact on the organisation’s cultural set-up and process outputs.

In sum, identifying a critical behaviour that’s aligned to with the business objective and putting the same into practice as a policy results in staff motivation, manifestation as part of the organisational culture and achievement of planned profit targets.