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This article discusses the challenges faced by companies in implementing a significant organizational change. They often encounter resistance from sales managers and struggles to effectively implement a sales force optimization software across the workforce. Understanding the nature of change and devising a comprehensive change strategy is paramount. Key drivers of change, change types must be identified and a framework to balance organizational propensity for change with the degree of change is proposed. The article emphasizes the crucial role of teamwork in change management success, highlighting the importance of a structured approach and organizational design.

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