Change Management in Sales Flashcards
7 cards from real ATD practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Change Management in Sales flashcards as text
A change champion network is MOST effective when its members are selected based on:
Answer: Credibility with peers and enthusiasm for the change
Change champions influence adoption because peers trust them; credibility with coworkers is more powerful than hierarchy or availability.
Which scenario BEST illustrates the 'valley of despair' that sales teams often experience during a change initiative?
Answer: Performance dips as reps learn new behaviors before they gain proficiency
The valley of despair is the predictable performance dip that occurs when old habits are broken but new ones are not yet fluent.
In change management, a 'burning platform' is used to:
Answer: Create urgency by highlighting the cost of NOT changing
A burning platform narrative communicates that staying the same is more dangerous than changing, driving urgency.
Which leadership behavior is MOST critical during the 'unfreeze' phase of Lewin's Change Model in a sales context?
Answer: Communicating why the current state is unsustainable
The unfreeze phase requires leaders to disrupt complacency by making clear that current behaviors will not support future goals.
A sales enablement team launches a new sales methodology but skips a formal stakeholder analysis. The MOST likely consequence is:
Answer: Unanticipated resistance from influential managers who were not engaged
Without stakeholder analysis, influential managers who could block or undermine adoption are not identified and engaged early.
When a sales team is in the 'Change' (or 'Moving') phase of Lewin's model, the enabling role of a sales manager is PRIMARILY to:
Answer: Provide ongoing coaching and remove barriers to adopting new behaviors
During the moving phase, managers enable adoption by coaching new behaviors in the field and eliminating structural obstacles.
Which approach BEST sustains long-term sales behavior change after a methodology rollout?
Answer: Embedding new behaviors into hiring, onboarding, and performance reviews
Integrating new behaviors into systemic processes like hiring criteria and performance reviews anchors change in organizational culture.