ATD Change Management in Sales 2

Question 1

A sales organization is rolling out a new CRM system. Many reps say the old spreadsheets 'work fine.' Which change management tactic BEST addresses this resistance?

Accepted Answer

Involve resistant reps as pilot users and gather their feedback early

Answer

Involving resistant reps as early pilot users converts skeptics into advocates and surfaces practical concerns before full rollout.

Question 2

According to Prosci's ADKAR model, which element must be achieved BEFORE a salesperson can effectively build the Ability to perform a new behavior?

Accepted Answer

Knowledge of how to change

Answer

In ADKAR, Knowledge must precede Ability because a person cannot practice what they do not yet understand.

Question 3

A regional sales director notices that adoption of new pricing guidelines drops after the initial training week. What is the MOST likely cause?

Accepted Answer

Reinforcement mechanisms were not built into the change plan

Answer

Without ongoing reinforcement—coaching, metrics, recognition—new behaviors revert to old habits after initial training fades.

Question 4

When introducing a major sales process change, a sales enablement leader should communicate the 'WIIFM' message primarily to address which barrier?

Accepted Answer

Low Desire to participate in the change

Answer

'What's in it for me?' messaging directly builds the Desire (D) element of ADKAR by connecting change outcomes to individual rep motivations.

Question 5

Which Kotter change model step is MOST neglected in failed sales transformation efforts, according to best practice research?

Accepted Answer

Anchoring changes in the culture

Answer

Kotter identifies failing to anchor changes in culture as the most common final-step failure, causing organizations to revert after initial success.

(ATD) ATD Sales Enablement Certification Practice Test

(ATD) ATD Sales Enablement Certification Practice Test

ATD Change Management in Sales 2