Fundamentals for Change In our fast-moving society of the 21st century, change is certain for educational business. Change brings about a competitive edge to meet the needs of the consumers. Most companies are making changes in technology, opportunities, and employee development. The organization recognize the need for change when the organization is not moving in a positive pace and will require the need for structure change whether through a merger or bringing in a new leader to make a difference. The organization pursues a leader with the ability to bring about change in technology, understanding of global market, customer expectation, and someone who can train employees from low morale to excitement about the job at hand. Burns (1978) stated the leaders present change and drive in a company. This paper discuss the analysis of the issues used to decide if change is needed in a sales organization and will determine if the sales organization is structurally prepared to back …show more content…
According to Anderson (1996), the entrepreneurial function of a sales organization has been impacted because of the competitive force in the open market in concert with the conduct, managerial dynamics, and the advance of technology. Consumer wants and expectations are quickly increasing, leading sales businesses to come up with new ways to meet and surpass consumer expectancies (Jones, Roberts, and Chonko, 2000). Sales organization has limit supervision and determining on ways to grow sales volume in their area. The business can never stop learning, improving in innovation, and adapting to change. Jones, Roberts, and Chonko (2000) stated that as sales company’s battle with rising market share, they experience increased problems in competing. Sales businesses seek change in the organization to help sale people have better outcomes in