Change management in sales organizations

Hello and thank you. It is refreshing to see someone post a bid that takes a CM approach to adjusting a group’s behavior. As a prior organizational CM and process improvement consultant whose helped groups (>1500 staff) with similar changes and as a VP of Ops whose stood up a CRM system (and have struggled to get Sales and Marketing efforts documented), I very much sympathize with this need. Text book: Change Management maximizes the understanding, willingness, and ability of people to move from the current state to the future state. Meaning? 1. Head = Understanding means: -Why the change is needed -Business results desired and -Logic and reason 2. Heart = Willingness refers to: -Benefits of the change -Appeal for Commitment and Support -Recognize and address Resistance 3. Hand =Ability deals with: -What to DO differently -Skills needed to execute the change The articles written should touch the three categories above, but should also be grounded in an outcome. I would approach this situation by setting a process in place that would lead to a weekly report - to the president -due early Monday afternoon with a set of key metrics. Setting an expectation and providing transparency that address the head, heart and hand would best enable a successful change into your desired future state. Happy to write the articles (have relevant photos/articles), talk through in more detail or support you in reaching the desired outcome. Resume available upon request via IM. V/r, Rami Musallam

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