Paola Carranco

One key to navigating a culture shift is ensuring that communication with senior leadership remains transparent and consistent. From my experience, here’s what works: - Be proactive with updates: Regularly share both progress. It builds trust and keeps leadership aligned with the reality on the ground. - Tailor your communication: Understand what matters most to senior leaders—whether it's metrics, team morale, or customer impact—and frame your updates accordingly. - Highlight successes and concerns equally: Don’t just bring problems; offer solutions. A balanced approach shows that you’re committed to the change and capable of steering it effectively.

Facing resistance to change within your team? One of the most effective strategies I’ve used is recognizing and celebrating progress. By acknowledging milestones—no matter how small—you not only boost morale but also reinforce the value of the new system or process. Celebrating individual and team achievements related to the change highlights the hard work and adaptation required, showing your team that their efforts are crucial to the success of the change. Recognition doesn’t just maintain momentum; it also fosters a positive atmosphere where team members feel valued and motivated to continue their support and collaboration.

When leading a change process, getting disengaged stakeholders on board can be challenging. I’ve found that empathy is one of the most powerful tools in overcoming this hurdle. By having deeper conversations, understanding their worries, acknowledging the challenges and emotions that stakeholders are experiencing, you validate their feelings and show that you genuinely care about their well-being. This approach not only reduces resistance but also fosters a sense of collaboration and trust. Empathy isn’t just about listening—it’s about creating an environment where stakeholders feel supported and understood, making them more likely to engage positively with the change.

One of the most significant challenges in any merger or acquisition is creating a shared culture. Culture isn’t just about values and beliefs—it’s the way people work together, interact with customers, and drive results. The most common pitfall is underestimating the impact of these cultural differences. If not addressed, they can lead to friction, disengagement, and a decline in performance. A successful M&A goes beyond financial and operational integration; it requires intentionally creating a shared culture that leverages the strengths of BOTH organizations. Culture is the glue that holds everything together. Without it, even the best-laid plans can fail.

Adaptability is more than just a buzzword—it’s a mindset and a skill that can make or break your success during times of change. One of the biggest challenges I’ve faced in my career was leading a team through a significant cultural transformation. The key to our success was our ability to let go of the “we’ve always done it this way” mentality. By staying open to new ideas and encouraging experimentation, we were able to innovate and find solutions that worked in our new environment. Cultivating adaptability means being comfortable with uncertainty. It’s about actively seeking out new experiences and challenging your own assumptions. In a rapidly changing world, adaptability isn’t just an advantage; it’s essential.

To celebrate and reward your sales team for adapting to changes, cultivate a culture of recognition. Encourage peer recognition through shout-outs in meetings or a dedicated channel, fostering a sense of camaraderie. Implement peer-to-peer awards, allowing team members to nominate each other, highlighting mutual respect and appreciation. Organize team events to celebrate milestones, providing a platform for sharing success stories and positive feedback. This approach not only acknowledges individual efforts but also strengthens team bonds, making your sales team feel valued and motivated. Creating an environment where everyone's contributions are recognized reinforces the importance of achieving collective success