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