Change Management Plan for Distributors Quickly Leveraged

By: Thomas Cutler

In an effort to help industrial distributors and manufacturers thrive, Commence Corporation presents Practices That Pay: Leveraging Information to Achieve Industrial Selling Results, a compendium of smart practices from the leading industrial sales and marketing experts and organizations that are growing in today's challenging environment.

According to Larry Caretsky, President of Commence Corporation (www.commence.com/mfg/), "By implementing a formalized sales process, distributors and manufacturers are fundamentally changing the way people do their jobs on a daily basis. There will be natural resistance." Caretsky suggests to develop a lean change management plan, the following questions should be answered:
&bullWhat motivation do sales people have to use the new system?
&bullWhat potential barriers are there to implementation?
&bullHow can I overcome those barriers?
&bullHow will I know if the implementation is successful?
&bullWhat do I expect during the transition?
&bullWho can people go to if they have questions?

One of the best ways that industrial organizations have found to make sure implementations "stick" is to have the management involved. When sales training is reinforced by management, the sales skills taught during training produced a 15% permanent increase in productivity.

Management needs to be involved in more than a cosmetic fashion. A senior member of the management team needs to attend the training, and this same manager should inspect the sales activities for a period of time to make sure they continuously are consistent with the new sales skills introduced during the training.

Commence offers industrial companies complete "Freedom Of Choice" to select the solutions and platform that best meets the business requirements of manufacturers and distributors. The comprehensive CRM Industrial application suite is available for use on premise or on-demand as a hosted service. Industrial leaders often build departmental CRM solutions with the award winning Commence Industrial CRM Framework. These choices are why so many industrial companies choose Commence as the solution for managing customer relationships. All Commence Industrial solutions support mobile or wireless connectivity and integration to back-office accounting and ERP systems.


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