Research Brief: Managing Sales Organization Change

17 December 2018


Sales forces are change-intensive organizations, as are the markets and customers they serve. This research reviews critical change management practices in business-to-business sales forces, focusing on management's efforts to anticipate and lead high impact change initiatives.

Research outcomes include the degree and speed of change facing sales organizations, sales organization's change readiness, importance, and effectiveness of various change capabilities and best practices in change implementation. The research also establishes a correlation between good change management practices and their financial impact on organizations.

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