The Change Management Model: A Four-Step Process

The thought of change in any aspect of sales compensation is daunting to most salespeople. It is a good idea, therefore, to use a change management model to guide your planning and decision-making tasks related to the change. There are many, many change management models available to top managers. A simple one and one we find relatively easy to use with sales organizations is the four-element model shown in Figure 12-1. Managing change is like assembling a jigsaw puzzle; the pieces must come together in the right way. The objectives of this basic change model, as it pertains to introducing a new sales compensation plan, are to help you:

  • Define specific changes and accountabilities.

  • Explain why change ...

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