Change Management Practices in Business-to-Business Sales Forces

ILESANMI; Eniola

doi:10.56201/ijebm.vol.11.no7.2025.pg22.35

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Change Management Practices in Business-to-Business Sales Forces

ILESANMI, Eniola

Abstract

This research examines essential change management practices in business-to-business (B2B) sales forces, highlighting the dynamic nature of sales organizations and the need of efficient change management. The study is focused on identifying management's change priorities, the best approaches for implementing change, and the correlations between change management initiatives and sales performance. A detailed literature review includes basic change management theories, such as Kotter’s 8- Step Process and Lewin’s Change Management Model, as well as the unique challenges encountered by sales forces throughout the phases of change. The research is a mixed-method approach, incorporating surveys, interviews, and case studies to collect data from a B2B sales organization at Apex Tech Solutions Limited. The findings highlight critical focal points for sales leaders, practicable solutions for effective change implementation, and quantitative assessments relating change management approaches with indicators like revenue growth, customer satisfaction and retention. The research offers significant insights for sales management professionals and suggests future directions for studies on change management and sales performance. This study explains how organizations can adeptly manage change to improve operational efficiency and achieve sales success.

Keywords

Change ManagementBusiness-to-Business (B2B)Sales ForcesMarket dynamics

References

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Change Management Practices in Business-to-Business Sales Forces

Abstract

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References

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