A company is a miniature of the society,in which everyone is special and has his own calculation.There always exist the collisions between the whole organaziton and the individual, especially when a new advent comes!NEW means CHANGE,means readaption, means loss of visible benefits and tears of sadness.So there is no wonder why the reformer will encounter resistance!

      But the reformation is necessary and inevitable,then how to sell a new sales model within the company for the sales reps?

      First,we have to stand in their shoes,and get the why they said NO to the sales.They envision the loss of autonomy,they feel they are monitored tightly by their boss,and they lose their valuable customers' information which is their meaning in the company.How will we choose if we are the ones facing the change?

      After all, they have to take time to learn to get used to the new model which will surely be a burden for them,for at the same time, they have to take care of their inquiries and are afraind to loss their commission.

      In the worst cases, the sales reps may enter fake or incomplete infortion,which will render the applicaiton useless,and gives a great discount to the new models!

      Harvard Business School advised the following steps:

      Understand the sales reprensitatives' perspectives.As we discussed above, to learn a new model means the sals reps take away more time from selling,the managers will become more aware of what's happening,and the issue of customers owenership will arise.The reformers should piture them the long views in the near ahd further future if they adopt the new models which will improve their productivity and help them to translate their harbor into better eanrings.Just get the ways to make them take long insight!

      Ease the transition.After cleaning the barriers on the road, the next step is to do what they can to support the sales reps smoolty to convert to the new models.At the same tiem, to take steps to protect them from any risks to therir compensition.

      Build the new model into company culture.

      Focus on value to sales force before values to the firm.Successful companies first concentrate on delievering informaiton to the field,and only later emphasize the visibility and continuity to the whole organization.Everyone is selfish,and they will brace the new things only when they are convinced that the new one will help them sell more effectively.

      Make it mondatory.This means that adoption of the new things is not optional! It is mandatory,say,if the sales rep did not track the opportunity through the new model,he or she will not get the commission.

      Theire advice makes some sense,although I did not totally agree with what they suggested.You know,human is selfish by nature, and they prefer the words" Give me..."rather than "Take  away...".