The contract business differs in many ways from the sale of products. This means many things will change for your team: Approach to the market, internal procedures, and your company’s strategy.
The response to such changes is often resistance. In my experience, sales people will often simply ignore the new procedure, maintaining that as long as they continue to meet the set sales targets, it does not matter how they get the sales. And if someone new is placed in charge of contract business, he will often be seen as a competitor, ignored or even boycotted.
How can you prevent this? What can you do to get all concerned to cooperate, consent to join the new system, and support it?
Those concerned should participate from the very beginning and join in the process of change. The objections expressed by individuals which often draw attention to serious obstacles, can thus be included in the discussion and thus solved in the course of the process.
I will support you here with methods adapted to your situation. These may be strategies or implementation workshops, team-building measures, focus interviews, best practices, moderation, training, etc.
Result: With my assistance, your team will be willing to accept changes, acquire a positive identification with the goals and will ensure that all involved are fit to perform the new tasks. This is the only way to achieve your goals successfully.