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I am implementing sales tools – why do I need change management?

As an implementation company, we accompany our clients during the process of choosing the best solution to support their processes, such as sales, from the stage of business analysis up to the full implementation. We analyze processes, design, and finally launch an effective tool. Our clients devote their time to support us with the knowledge of their organization processes and, as a result, adapt the system to their current needs.

However, when deciding on implementation, can we focus only on the technical aspect of the project? Can we afford to overlook future system users? Even if we invest time and financial resources in purchasing and adapting the system of even the best quality, an efficient tool for managing the sales process is half the battle. The other half are people using this tool – entering data and working on designed processes which will eventually allow generating valuable reports. The Change Management Methodology addresses this soft aspect of implementation.

Change management and the successful implementation of the system

Both practice and statistics show how important it is to take care of the human aspect of each implementation. On the one hand, statistics show that only 30% of IT system implementations end with full system adaptation. The lack of any change management methodology in the project is given as the main factor causing such a low rate. On the other hand, our experience shows that the more attention is paid to people management during implementation, the sooner we can expect full system adoption. So what does change management in an implementation project mean? It is the use of appropriate analyzes and tools that will help future users learn, quickly implement, and finally work efficiently on the system.

Implementation is just the beginning

Transferring processes to the tool means a change for each system user. This change will concern skills, knowledge, processes, and often organizational structures. Future system users will have to give up their current day-to-day habits or the reporting location. Regardless of how many positive effects the implementation of the new system will have, the learning process will be a challenge. Being aware of the impact it will have on individual stakeholders is a starting point to facilitate this process and, as a result, adopt the system faster and more efficiently.

The implementation of an efficient system is the top of the iceberg. Underneath is a lot of work, both related to business and technical analysis, as well as work with people – future system users. The efficient management of an implementation project consists of both business and technical elements, as well as human components that constitute the core of change management.

It is the first article in which we look at change management in organizations. In the next article, we will tell you why as many as 30% of all IT implementations fail.

Do you want to learn more about change management, or maybe you feel that your organization could use change management workshops? Contact us!

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Article by Justyna Sobczak