Elay Cohen

“book Buy-In, Harvard Business School professor John Kotter explains the importance of gaining others’ support in order to create real institutional change: Buy-in is critical to making any large organizational change happen. Unless you win support for your ideas, from people at all levels of your organization, big ideas never seem to take hold or have the impact you want. Our research has shown that 70 percent of all organizational change efforts fail, and one reason for this is executives simply don’t get enough buy-in, from enough people, for their initiatives and ideas.”
― Elay Cohen, Enablement Mastery: Grow Your Business Faster by Aligning Your People, Processes, and Priorities

“Another way to look at the business case is from a sales headcount perspective. What will deliver more return on investment: another quota-carrying salesperson or using that money to drive an initiative? These are the kinds of open and transparent conversations you want to have when discussing the business case. Make the ROI clear, and communicate it to all stakeholders. There is no reason to be shy about the business impact you expect to see. That is the ultimate tool to gain organizational buy-in for your top sales initiatives.”
― Elay Cohen, Enablement Mastery: Grow Your Business Faster by Aligning Your People, Processes, and Priorities