So, sooner or later, every principal or sales executive is going to face the challenge of implementing change with experienced salespeople. It is important to recognize that there are exceptions to the rule. Some experienced, veteran salespeople openly embrace the next thing and actually lead the way...
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But that kind of attitude is rare. If you have a veteran with a "change is great, let's do it" attitude, be thankful. The rest of the world must confront this issue. The knee-jerk reaction is, of course, to say, "Do it this way, or find another job." It really would be great if it were that simple. However, many of these veteran sales people have been consistent performers in the past, and many executives feel loyalty to the people who have helped them build their business...
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Resistance to Change and Resolutions The changes in our sales process will cause some conflict between departments or divisions. They will struggle to regain their perceived power levels, causing conflict and then we will have reduced performance...	3 / 671
Organizational Change If open communication is established and maintained during the change process, uncertainty can be minimized. Several facilitation procedures, which include making only necessary changes, announcing those changes well in advance, and allowing time for people to adjust to new ways of doing things, can help reduce resistance to change...	2 / 301
resisting change Because they feel they know what works and what doesn't, and this makes them confident about their contribution to the organization. Asking them to change the way they operate may make them feel powerless and confused...	2 / 360
overcomming resistance to change The study will show that HPT is arguable the most appropriate model for addressing the elements of the newer more complex meaning of change resistance; since the more traditional model for change has lost its edge and no longer addresses the human dimensions of change that must now be considered for change to be successful...	2 / 353