article | January 18, 2012
8 Keys to Implementing a Change Management Plan For Your Sales Force
Change is usually disruptive, whether you are adding or cutting headcount. Having a Change Management Plan in place will mitigate many of the common pitfalls to implementing the changes to your sales force.
Below are 8 steps to consider when crafting your Change Management Plan:
Key Takeaway – The Change Management Formula states that Effectiveness = Quality x Adoption. In other words the effectiveness of your implementation equals the quality of the solution being implemented times the success of your effort to adopt the new solution. Having a solid Change Management Plan in place is half the battle.