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What Sales Management Needs to Know About Change Management

March 16, 2017 | By Mike Ryan


Resistance to change is a challenge for any sales organization that is re-evaluating or restructuring their go-to-market strategy. Unfortunately most sales-based change plans will fall short of the mark and do so with disastrous consequences.


How can management reduce resistance and accelerate acceptance and adoption? How do the concepts of ability and motivation complement one another?


In this month’s Performance Perspective, we explore:

  • Why success does not need to be elusive

  • Improving the business case for change

  • Reducing resistance and accelerating acceptance and adoption

  • How ability and motivation shepherd change through the entire sales force


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ABOUT THE COMPANY

​Nearly five decades ago, our founder, Werner Haase, started Madison in 1975. Beginning as an incentive company, Madison had the first internet-based sales contest in 1995, followed a few years later by the first consolidated recognition web portal application.

 

Madison has evolved through consistent organic growth from a starter incentive company in the 1970s to a leading global social employee recognition and incentive company.  

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315 Madison Avenue

New York, NY 10017

212-758-4385

info@madisonpg.com

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