What is the Most Effective Change Strategy for SaaS Sales Organizations? We argue safe and sustained communication in a liminal space. But, what does that mean, and how can we achieve it beyond more (dreaded) meetings?
When we discuss Demo Audits, Sales Process Coaching, and Demo Coaching there is one underlying prerequisite for our work; creating and operating in a liminal space for coaching. In order for our clients to receive the full benefit of our service, the information we impart needs to be received in a safe space without hierarchy or administrative repercussions.
In this series, we are discussing how to coach individuals to communicate and how to create liminal spaces or safe spaces in an org. We also address issues that might be affecting your culture whose symptoms are the Demo. Basically, how to make your team really awesome by alleviating some pressures and misunderstandings through suspending hierarchy with coaching.
Suspending the Hierarchy
Suspending hierarchy opens up space for safe communication. In order for all members of an org to communicate honestly, they need to not be worried that their boss or income or co-worker is going to use the information received in a way that threatens their job or identity.
While it is almost impossible to create a judgement free, repercussions-less vacuum, we, as coaches, CAN do our best to facilitate a safe space and improve your communication individually so that when you communicate you are communicating clearly to a non-threatening audience.
What is Liminality? What is Ritual? Why can this apply to Demos?
Liminality is a term borrowed here from anthropology and the founder of Demo Solutions also calls this space, a Safe Space. Liminality defined below refers to a space in which members of a society or organization for our purposes are in a process of change and are not subject to the hierarchy of the organization and governing rules.
In anthropology, liminality (from the Latin word līmen, meaning “a threshold”) is the quality of ambiguity or disorientation that occurs in the middle stage of a rite of passage, when participants no longer hold their pre-ritual status but have not yet begun the transition to the status they will hold when the rite is complete. During a rite’s liminal stage, participants “stand at the threshold” between their previous way of structuring their identity, time, or community, and a new way, which completing the rite establishes.
Why is Liminality Important for Change Strategy for SaaS?
Entering into a liminal space, in a ritual context or a social context, suspends all rules and perceptions, thus also projections of how someone should and will behave with a problem in front of them.
A few things happen when you get a group of people, or a sales team in our case, into a liminal space. They are able to communicate without judgement, they are better able to process feedback without projecting outcomes on the information they are getting, and they are able to be freed creatively to consider new solutions to problems.
Training, such a 2WinGlobal, creates this space, but only for a short period of time. One problem with this is that when you suspend these hierarchies during training you may experience memory recall problems. Regardless of how good your trainer is, when exiting the space created during training, there needs to be regular references to the information to enforce the lessons. Regularity is where you truly create the change.
Creating Liminality, with Regularity
Many coaches and trainers recommend immersions to get groups into liminal spaces. This is why retreats and corporate trainings are really useful and important, however, without a sustained effort to implement the new tools, it is really easy to regress into old habits, biases, and projections. On top of this, when your entire team is remote and attention is already difficult to maintain, you are at a much bigger disadvantage and have a higher likelihood for miscommunication.
This is where a third party solution becomes really effective. Demo Solutions offers coaching delivered in liminal spaces and creates real atmospheres of understanding in orgs. We are experts in communication techniques, comprehension assessments, and we offer special coursework in bias, diversity, and inclusion. Unlike accountability partners within your organization, which many trainers recommend, we prefer to work from the outside with individuals in the context of the team to foster growth respective of the different speeds that individuals will apply lessons taught.
What is THE Most Effective Change Strategy for SaaS Sales Organizations
Often times we find that when we are contacted, there is a lot more than a bad demo beneath the lack of productivity and back up in the sales funnel. Demos and presentations, we need entire teams on board, because demos are a WE problem not an I problem.
If you are interested in learning more about what we do, we would love to chat. To learn Effective Change Strategy for SaaS, read on!