Describe a situation where you had to handle resistance to change in a sales enablement initiative
Theme: Change Management Role: Sales Enablement Manager Function: Sales
Interview Question for Sales Enablement Manager: See sample answers, motivations & red flags for this common interview question. About Sales Enablement Manager: Develops and implements strategies to enable sales teams and improve their performance. This role falls within the Sales function of a firm. See other interview questions & further information for this role here
Sample Answer
Example response for question delving into Change Management with the key points that need to be covered in an effective response. Customize this to your own experience with concrete examples and evidence
- Situation: Provide a brief overview of the sales enablement initiative and the context in which resistance to change occurred
- Resistance to Change: Describe the specific resistance encountered, such as pushback from sales teams or reluctance to adopt new tools or processes
- Communication & Education: Explain the steps taken to address the resistance, including clear and consistent communication about the benefits of the initiative and providing training or resources to support adoption
- Engagement & Involvement: Discuss efforts made to involve the sales teams in the decision-making process and gather their feedback and input to address their concerns
- Leadership Support: Highlight the role of leadership in supporting the change, including their active participation, endorsement, and addressing any skepticism or resistance from higher levels
- Monitoring & Feedback: Explain how progress and adoption were monitored, and how feedback from sales teams was collected and used to make necessary adjustments
- Success & Results: Share the outcomes of the initiative, such as improved sales performance, increased efficiency, or positive feedback from sales teams, demonstrating the effectiveness of handling resistance to change
Underlying Motivations
What the Interviewer is trying to find out about you and your experiences through this question
- Problem-solving skills: Assessing how you handle challenges and find solutions in a sales enablement context
- Adaptability: Evaluating your ability to navigate resistance and drive change in a sales environment
- Leadership: Understanding your approach to leading and influencing others in implementing sales enablement initiatives
- Communication skills: Assessing your ability to effectively communicate and address resistance to change in a sales enablement context
Potential Minefields
How to avoid some common minefields when answering this question in order to not raise any red flags
- Blaming others: Avoid blaming others for the resistance to change. Take ownership of the situation and focus on your actions and strategies to address the resistance
- Lack of empathy: Avoid showing a lack of empathy towards those who resisted the change. Instead, emphasize your efforts to understand their concerns and find common ground
- Inflexibility: Avoid coming across as inflexible or unwilling to adapt. Highlight your ability to be open-minded and flexible in finding alternative solutions to address the resistance
- Lack of communication: Avoid neglecting the importance of effective communication. Demonstrate your proactive approach in communicating the benefits of the change and addressing any concerns or misunderstandings