I was out jogging this morning before it gets too hot in the Phoenix desert. Although I’m in reasonable shape, invariably the first quarter mile or so is a real effort. It feels like my body is rebelling against the whole process. I begin to wonder if this is really doing me any good. Perhaps I should stop and eliminate the pain, heck I can’t remember why I’m doing this anyway! But then in the second quarter mile something happens, I start to get my “second wind”, my body seems to be getting in sync, the pain goes away and breathing levels out and the harmony of a good run takes over. As I thought about this reoccurring phenomenon, it dawned on me it is much like when a company wants to improve their sales performance. Initially with great enthusiasm they decide to change. They embrace the new process and start to implement. The vision of improved performance and a robust revenue stream is very seductive, then reality sets in. It is not as easy as they think. New processes and concepts bring questions and a degree of uncertainty. The entire organization (body) fights against the new ways. The question arises, if it’s worth the effort? Resistance to change takes on many faces and nuances. It’s like an irresistible gravitational pull drawing you back to the old ways of doing things. The pressure to get back to some semblance of stability is over- powering. Companies who want to change need to make a commitment to the process of change which requires leadership, time, energy, and money. Just like the benefits of consistently exercising there is no gain without pain! As my old football coach use to say, “There is retrogression before progression”, change is not a perfect linear path. This is where a good coach or consultant comes into the process to help you stay on track, and tough it out until new habits can take hold.

Catching Your Second Wind

I was out jogging this morning before it gets too hot in the Phoenix desert.

Although I’m in reasonable shape, invariably the first quarter mile or so is a real effort. It feels like my
body is rebelling against the whole process. I begin to wonder if this is really doing me any good.
Perhaps I should stop and eliminate the pain, heck I can’t remember why I’m doing this anyway!
But then in the second quarter mile something happens, I start to get my “second wind”, my body
seems to be getting in sync, the pain goes away and breathing levels out and the harmony of a good run
takes over.

As I thought about this reoccurring phenomenon, it dawned on me it is much like when a company
wants to improve their sales performance. Initially with great enthusiasm they decide to change. They
embrace the new process and start to implement. The vision of improved performance and a robust
revenue stream is very seductive, then reality sets in.

It is not as easy as they think. New processes and concepts bring questions and a degree of uncertainty.
The entire organization (body) fights against the new ways. The question arises, if it’s worth the effort?
Resistance to change takes on many faces and nuances. It’s like an irresistible gravitational pull drawing
you back to the old ways of doing things. The pressure to get back to some semblance of stability is
over- powering.

Companies who want to change need to make a commitment to the process of change which requires
leadership, time, energy, and money. Just like the benefits of consistently exercising there is no gain
without pain!

As my old football coach use to say, “There is retrogression before progression”, change is not a perfect
linear path.

This is where a good coach or consultant comes into the process to help you stay on track, and tough it
out until new habits can take hold.

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