Change Management Initiatives: Moving Sales Organizations from Obsolescence to High Performance

Abstract

This paper discusses change management initiatives undertaken by companies for the purpose of sustaining competitive advantage with customers and preventing sales force obsolescence. The paper discusses a number of topics related to change management initiatives including the following: 1) the challenges associated with change management initiatives, 2) experiences with three change management programs, 3) the business life cycle and change implications for sales managers, 4) the wisdom of change management focus being operational or strategic, 5) change management objectives that achieve sustainable competitive advantage through people, and 6) the change management implications of high performance systems for sales managers.