Managing change successfully in sales organization
Jämsä, Janne (2024)
2024
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-202501191671
https://urn.fi/URN:NBN:fi:amk-202501191671
Tiivistelmä
The purpose of this study was to clarify the reasons why salespeople may delay and resist the proposed changes and find the factors that support the change to give sales leader more understanding and means to lead the implementation of the change. To improve change management, the aim was also to find ways to commit salespeople to implement changes.
The scope of this study is limited to sellers of a small sales organization whose task is to sell industrial washing machines and dishwashing equipment. To this study a comprehensive collection of existing literature was collected on the subject. The semi-structured thematic interview was chosen to deepen the understanding of each person's opinions on the research topic. The salespeople were interviewed with topics and questions based on the theoretical framework.
The results showed that salespeople have prejudices and even fears about changes in their own work. The results revealed shortcomings in change management on communication in this organization, and on monitoring of the implementation of change. Based on the results, recommendations were created to improve change management by communicating the positive effects of change and by communicating how and what is to be achieved.
The scope of this study is limited to sellers of a small sales organization whose task is to sell industrial washing machines and dishwashing equipment. To this study a comprehensive collection of existing literature was collected on the subject. The semi-structured thematic interview was chosen to deepen the understanding of each person's opinions on the research topic. The salespeople were interviewed with topics and questions based on the theoretical framework.
The results showed that salespeople have prejudices and even fears about changes in their own work. The results revealed shortcomings in change management on communication in this organization, and on monitoring of the implementation of change. Based on the results, recommendations were created to improve change management by communicating the positive effects of change and by communicating how and what is to be achieved.