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What do you do if your team members in merchandising are resistant to change?

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Change is inevitable in the retail industry, especially in merchandising. As a merchandising leader, you need to ensure that your team members are adaptable, flexible, and open to new ideas and strategies. However, you may encounter some resistance from your team members who are comfortable with the status quo, fear the unknown, or lack the skills or confidence to embrace change. How do you overcome these challenges and motivate your team members to change? Here are some tips to help you.

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Tommy Fahrner

Director of Merchandising, Buying & eCommerce | Operations | Analytics & Insights | Nike | Gap | WGSN | Zappos

1 Communicate the vision

The first step to overcoming resistance to change is to communicate the vision and purpose of the change clearly and effectively. Explain to your team members why the change is necessary, what are the benefits and opportunities, and how it aligns with the organizational goals and values. Use different channels and formats to convey your message, such as meetings, emails, newsletters, or videos. Invite feedback and questions from your team members and address their concerns and doubts.

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Tommy Fahrner

Director of Merchandising, Buying & eCommerce | Operations | Analytics & Insights | Nike | Gap | WGSN | Zappos
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Merchandising leaders succeed in change management when they navigate between delegation and big-picture vision. Team members across all levels must grasp how their efforts shape the company's long-term trajectory. When met with resistance to change, transparency about the benefits of long-term shifts can help team members understand the necessity of evolving strategies to meet company goals. Seemingly drastic changes, like rebrands, upgrading technology, or launching new store concepts, may face resistance. Communicating a clear vision offers the context needed for team members to embrace new approaches.

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Ivan Perkovic Baretic

Linkedin Top Retail Sales Voice - Experto Gerente de Ventas - Retail - Comercial - Operaciones - Desarrollo de Negocios -Distribución - Data driven - Coaching - Director independiente
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Es sumamente importante involucrar al equipo desde el día 0 en la concepción de la visión para que ellos se sientan parte de ella y además sientan que han contribuido en su gestación. Luego esa visión debe de ser explicada y conversada con todos para que les quede claro y publicarla en todas las áreas comunes de la empresa de forma que el personal constantemente la tenga en mente. En las reuniones que se tenga con el equipo es de suma importancia recordar y repasar la visión como una forma de motivación y sentido de pertenencia.

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2 Involve them in the process

The second step to overcoming resistance to change is to involve your team members in the process of planning and implementing the change. Ask for their input and suggestions on how to improve the merchandising processes, systems, or standards. Assign them roles and responsibilities that match their strengths and interests. Provide them with training and coaching to develop their skills and knowledge. Recognize and reward their efforts and achievements. By involving them in the process, you can increase their sense of ownership, engagement, and commitment to the change.

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Ivan Perkovic Baretic

Linkedin Top Retail Sales Voice - Experto Gerente de Ventas - Retail - Comercial - Operaciones - Desarrollo de Negocios -Distribución - Data driven - Coaching - Director independiente
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Como comenté en el primer aporte, el involucramiento de todo el equipo en la concepción y determinación de la visión es crucial para que la interioricen y la sientan suya. Asignarles responsabilidades de acuerdo a sus características únicas y proporcionarles de forma periódica, formación y capacitación para que desarrollen sus habilidades y características propias de forma que sientan que han participado de forma activa en la creación de la visión de la empresa así como que han recibido capacitación de la misma.

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3 Manage the emotions

The third step to overcoming resistance to change is to manage the emotions and attitudes of your team members. Change can trigger various emotional reactions, such as anxiety, frustration, anger, or sadness. Acknowledge and validate these emotions and show empathy and support to your team members. Help them cope with the stress and uncertainty by providing them with resources and guidance. Encourage them to share their feelings and experiences with you or their peers. Foster a positive and supportive team culture that celebrates diversity, collaboration, and innovation.

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Ivan Perkovic Baretic

Linkedin Top Retail Sales Voice - Experto Gerente de Ventas - Retail - Comercial - Operaciones - Desarrollo de Negocios -Distribución - Data driven - Coaching - Director independiente
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Los cambios generalmente sacan de su " zona de confort " al personal que no está acostumbrado a ellos. Este puede traer reacciones emocionales de todo tipo que hay que saber controlar y educar desde el principio para evitar convenientes posteriores. Ayudar y acompa?ar al personal que tiene que lidiar con la incertidumbre y el stress que les provocan los cambios es de suma importancia de forma que su adaptación y desarrollo sea mucho más fácil y rápida.

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4 Lead by example

The fourth step to overcoming resistance to change is to lead by example and demonstrate the behaviors and values that you expect from your team members. Show them that you are confident, enthusiastic, and optimistic about the change. Model the best practices and standards of merchandising that reflect the change. Provide feedback and coaching to your team members and help them overcome their challenges and difficulties. Share your own stories and lessons learned from the change process. Inspire them with your vision and passion for the change.

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Ivan Perkovic Baretic

Linkedin Top Retail Sales Voice - Experto Gerente de Ventas - Retail - Comercial - Operaciones - Desarrollo de Negocios -Distribución - Data driven - Coaching - Director independiente
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Una parte muy importante para vencer la resistencia al cambio es que los líderes se conviertan en los guías y los primeros en demostrar los comportamientos correctos y valores que se espera de su equipo. Dar feedback constante sobre las dificultades y desafíos que observa en su equipo también es pieza clave para vencer cualquier resistencia. Estar cerca del personal y conocer sus limitaciones y aciertos es fundamental para mejorar y lograr los objetivos.

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5 Monitor and evaluate

The fifth step to overcoming resistance to change is to monitor and evaluate the progress and impact of the change. Collect and analyze data and feedback from your team members, customers, and stakeholders. Identify the strengths and weaknesses of the change process and make adjustments as needed. Communicate the results and outcomes of the change to your team members and acknowledge their contributions and achievements. Celebrate the milestones and successes of the change and reinforce the positive changes in the merchandising operations and performance.

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6 Keep learning and improving

The sixth step to overcoming resistance to change is to keep learning and improving your own skills and knowledge as a merchandising leader. Change is not a one-time event, but a continuous and dynamic process. You need to stay updated and informed about the latest trends, technologies, and best practices in merchandising. You also need to seek feedback and learning opportunities from your team members, customers, and stakeholders. You need to be open to new ideas and perspectives and embrace change as an opportunity to grow and develop yourself and your team.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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What do you do if your team members in merchandising are resistant to change?

1

2

3

4

5

6

7

1 Communicate the vision

2 Involve them in the process

3 Manage the emotions

4 Lead by example

5 Monitor and evaluate

6 Keep learning and improving

7 Here’s what else to consider

Merchandising

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What do you do if your team members in merchandising are resistant to change?

1

2

3

4

5

6

7

1 Communicate the vision

2 Involve them in the process

3 Manage the emotions

4 Lead by example

5 Monitor and evaluate

6 Keep learning and improving

7 Here’s what else to consider

Merchandising

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