Is fear of change keeping you with a so-so sales incentive resource? We have all been there.
If you have spent more than a few years in business using outside resources, then you have been there. You have a resource or supplier of some service that your company has just stuck with for years. And even though there are issues or problems bugging you that make you second guess the decision, you keep renewing out of fear of the whole process of changing. Thankfully, the innovators and change agents are alive and well and ready to provide a better service. So, how do you take that leap?
Is the safe decision the best decision?
There used to be a saying “nobody gets fired for buying IBM”, which simply meant that if you needed a resource having anything to do with computers, if you ended up choosing IBM, it was unlikely you would be second-guessed. It was the safe choice because it was familiar…everyone knew IBM. The same attitude is often found when it comes to existing partner/suppliers for various outside services. The danger is that while some play it safe, smart and innovative companies are developing, growing, changing and introducing new solutions to your competitors. Not long ago, cloud computing seemed like a scary proposition … today it’s the most efficient path for scaling up computing power as well as achieving many other benefits. There was a first customer for cloud computing! The same goes for sales incentive and channel incentive solutions providers.
Crawl, Walk, Run
If you have decided it’s time to test the waters, take stock of where you are and where you want to go. Be open to hearing about industry innovations and new capabilities that are having a material positive impact on customers like you.
Crawl – Listen to what new resources are saying and where they have innovated to provide a better service. Give them a chance to explain why their innovation has improved the category. Share enough information about your needs so that your new potential resource can then apply their unique benefits to your needs demonstrating how your business will be improved.
Walk – If there are material benefits, let nature takes its course and meet the team, spend the time to get all the relevant parties together and get to know each other and get a formal proposal together. As part of the process, discuss the transition plan. And while change can feel scary, the fact is the marketplace is and has always been full of companies who have changed resources as well as resources who have learned how to transition their services. So ask about that process.
Run - If you find that there are material benefits, the price is right, the services fit your needs, you trust the team…then it’s time. If you have done your homework, you will soon be enjoying the benefits of your new resource wondering why you didn’t change sooner!
Whatever marketplace you are in, there are innovations going on. Be open to new solutions!