The Scenario
A 25-person sales team has used spreadsheets for 5 years. The company is implementing Salesforce. The sales director supports the change, but the team is sceptical — they see it as "management spying on their pipeline."
The Brief
Write a change management plan using the ADKAR model (Awareness, Desire, Knowledge, Ability, Reinforcement). Address the scepticism directly.
Deliverables
- An ADKAR assessment: current state of the sales team across all 5 ADKAR elements
- Specific activities for each ADKAR element: what you will do to move the team through each stage
- A timeline: which ADKAR activities happen before, during, and after go-live
- A measurement plan: how you will know each ADKAR element has been achieved
Submission Guidance
ADKAR is sequential. You cannot build Knowledge (training) before Desire (motivation). If the team does not want the CRM, training is wasted. Show this sequencing.
Submit Your Work
Your submission is graded against the rubric on the right. If you pass, you get a public Badge URL you can share on LinkedIn. There is no draft save, so work offline first and paste your finished response here.