Although a sales tracking system is simple to implement and get up and running, appropriate planning and preparation is crucial for a successful implementation and adoption. This change implementation plan document aims to provide greater detail on how the company will carry out the efforts framed in the new Sales Tracking System Implementation. The document has been developed by the implementation team of the new sales tracking system and it provides a guide for managing and organizing …show more content…
Forsyth (2001) has discussed that the three main causes of failure of technological initiatives, such as sales tracking systems, are: Organizational change (29%), Company policies
(22%) and little understanding of the new system (20%). Past innovation studies have also
CHANGE IMPLEMENTATION PLAN 5 reported a positive relationship between top management support and experimental innovation behavior in companies. Top management support is, therefore, proposed to be a critical factor that influences the impact of new changes initiatives and reduces resistance to change (Croteau
& Li, 2003).
Corporate changes of this magnitude involve an alteration in the attitude of many individuals throughout the company. The adjustment is an education and acceptance process, rather than a one-time event or decision point. These changes require a progressive evolution in the sales representives ' feelings and concerns about the new concepts and the skill the …show more content…
The executive team will have access to use analytical reports and dashboards to track usage and adoption of the new process and then use that information to understand where the company need encouragement or enforcement to the employees. This audit and follow up process will help to identify those gaps that were not cover during the implementation phase.
Measuring adoption is critical for the success of this implementation change, both immediately after go-live and over time.
Conclusion
Despite of the promising capabilities of sales tracking systems as a way of capturing comparative advantages in the face of the growing competition, the failure percentage of its implementations is still moderately high which causes increasing concerns for business organizations. Many studies have addressed the problem of the high rate of sales tracking systems failure from different perspectives such as strategy development and success factors implementation (Almotairi, 2009). The main purpose of this document was to illustrate all the stakeholders about this new process and technical change and to show the change implementation plan to avoid failures and ensure a good adoption of the new