Half the money I spend on advertising is wasted, and the trouble is, I don't know which half.—John Wanamaker
John Wanamaker was a United States merchant, religious leader, civic and political figure, considered by some to be the father of modern advertising and a "pioneer in marketing." Wanamaker was born in Philadelphia, Pennsylvania. (Wikipedia).
Many HR professionals would apply Wanamaker's statement to skills training: “Half the money I spend on training is wasted.” In fact, it’s the number one issue I hear when folks try to bring change to their organization.
Yet your industry deals with change constantly. New methods to improve your productivity and time to market. New approaches for marketing and selling. And the many changes imposed upon you: competitive threats, new industry trends, and new government mandates. While some teams have successfully changed their parts of the organization, the key to organizational change is leadership support. Sales people and consultants certainly know it: they say, “Sell high.”
Change that sticks is supported from the top of the organization. Got an idea for a change? Sell high.