Change Management in Sales Organizations

Abstract

This study examines change management within an organization and the topics that need to be implemented in order to have a successful change. There were 14 participants, 5 upper management, 2 coordinators, 2 inside sale representatives, and 5 outside sale representatives. A new product was being launched in a communication company, Bright House Networks. The organization was going through job changes as well as pricing and selling techniques. Important factors for successful change and the problems that arise are researched and introduced. These factors include upper management’s role in change, tribulations between lower and upper management, communication within the workplace during change, resisting change, emotions in change management, change management in sales, and factors for good change. The factors are then followed by a planned proposal that is designed to help the organization deal with the problems it is facing during their change.