Esta es una de esas preguntas que tiene una respuesta ambigua: “sí y no”.
Cualquier proceso de cambio requiere un sentido de dirección y una organización de tareas, en etapas, que apuntan a un objetivo. Es necesario plantearse hitos y cotejar que se vayan alcanzando en el tiempo adecuado, como forma de medir el avance y obtener una retroalimentación sobre el proceso. Para reforzarlo o para corregir lo necesario.
En este sentido sirve, y mucho, la planificación.
Pero también es cierto que lo que vuelve exitoso un proceso de cambio es la cultura de la organización. Y el éxito que tengamos, o no, en modificarla en la dirección que deseamos.
Lo que la gente que forma parte de ella cree, de lo que está convencida y, por lo tanto, lo que orienta sus acciones.
Nadie es manejado con un mando a distancia. No se puede forzar el comportamiento de alguien cada minuto y segundo de su vida (o de su jornada laboral).
Por eso es tan importante convencer, inspirar. Y para eso hay estrategias específicas y, en general, efectivas.
Se convence con hechos más que con palabras. Con pequeños éxitos. Esos éxitos se logran con pequeños “experimentos”, apuestas de relativamente bajo riesgo que van solidificando la confianza e incrementando el momentum en la organización.
Cuando la dinámica de la innovación está impulsada por cada persona, en función de lo que considera bueno (para la organización y para sí mismo), útil e incluso agradable (obtiene satisfacción en el desarrollo de la acción), el proceso gana fuerza y se vuelve indetenible. Independientemente y por encima de cualquier plan detallado.
Incluso vuelve mucho menos necesario a cualquier sistema de incentivos externos. La motivación es interna, intrínseca.
Ese es el ideal que buscamos.
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I have observed that over the course of creating a relationship with real estate entrepreneurs, you’ll be able to come to understand that, in most real estate deal, a fee is paid. Ultimately, FSBO sellers really don’t “save” the commission. Rather, they fight to earn the commission by means of doing a great agent’s work. In doing so, they commit their money and also time to complete, as best they might, the responsibilities of an representative. Those duties include displaying the home by marketing, showing the home to all buyers, developing a sense of buyer urgency in order to prompt an offer, booking home inspections, controlling qualification checks with the bank, supervising fixes, and assisting the closing.
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