P3 — People
Change management & Salesforce adoption
People don't resist Salesforce — they resist poorly managed change.
People are the most overlooked component of every Salesforce initiative. Organizations spend enormous sums implementing technology and almost nothing helping employees change the way they work. We prepare people for change, build commitment before launch, and reinforce new behaviors through managers.
01 — The overlooked pillar
Technology projects don't fail because software fails. They fail because people resist change.
Too many CRM projects end with a training session and a login. Everyone goes back to work, the quarter rolls on, and before long the old habits return.
Successful change requires more than training. It requires leaders who communicate the vision, managers who coach and reinforce new behaviors, and a structured change management approach that helps people adopt a better way of working—one that lasts.
02 — The model
Prosci® ADKAR, built into every engagement.
As certified Prosci® Change Management practitioners, we work through five stages — because skipping any one of them is where adoption quietly dies.
- A
Awareness
People understand why the change is happening — and why now.
- D
Desire
They have a personal reason to take part, not just an instruction from above.
- K
Knowledge
They know what to do differently, and how to do it in Salesforce.
- A
Ability
They can actually do it in the flow of a real selling day.
- R
Reinforcement
Managers and metrics make the new behavior stick after go-live.
The objective is simple: employees who are ready, willing and able to embrace lasting change.
03 — What's included
Helping people embrace the change.
User Adoption Strategy
Adoption doesn't happen by accident. Every stakeholder group has a clear plan for preparing, learning, and succeeding.
Change Management
Prosci® ADKAR change management helps people understand the change, embrace it, and build confidence in new ways of working.
Salesforce Training
Practical, role-relevant training built around how your team actually sells — not a feature tour.
Manager Reinforcement
Equipping sales managers to coach, reinforce new behaviors, and create lasting accountability.
04 — Questions we get asked
People FAQs.
Why is change management necessary if we just train everyone?
Training gives people knowledge. It does not give them awareness of why the change matters, a personal reason to take part, the ability to apply it under pressure, or the reinforcement that makes it last. Too many CRM projects end with a training session and a login — which is exactly why adoption fades a month later.
Our people resist Salesforce. Can you fix that?
People don't resist Salesforce — they resist poorly managed change. When the process is unclear, the platform is painful, and nobody explained why any of it matters, avoiding the CRM is a rational response. We address the cause rather than pushing harder on compliance.
What is ADKAR?
ADKAR is a change management model from Prosci — Awareness, Desire, Knowledge, Ability and Reinforcement. As certified Prosci practitioners we build it into every engagement, because technology projects fail when people never adopt new behaviors. The objective is employees who are ready, willing and able to embrace lasting change.
Where do managers fit in?
They are the difference between a launch and a lasting change. Reinforcement is not a communications plan — it is what a manager does in a pipeline review on a Tuesday. We equip them to reinforce new behaviors so Salesforce becomes part of the way your team sells every day.
Who is responsible for leading the change?
Your leadership team is.
While we bring the change management expertise, methodology, and tools, successful change must be led from within your organization. Employees are far more likely to embrace change when it is championed by the leaders and managers they work with every day—not by external consultants.
We'll guide you through every step of the process, help build your change strategy, provide communication templates, coach your change champions, and equip your managers to reinforce new behaviors. But your leadership team remains accountable for leading the change. That's one responsibility that cannot be outsourced.
The organizations that achieve the greatest success are the ones whose leaders actively participate in the change—not simply approve it.
Where this fits
All three pillars, or the one that's blocking you.
Process, Platform and People are interconnected — which is why fixing one in isolation usually disappoints. Every engagement starts with an assessment, and if one pillar is clearly the bottleneck, we say so.
Client results
Mark's clear and engaging presentation helped me better understand the platform's features, particularly how to effectively manage sales opportunities and track progress… I feel more confident using Salesforce to drive our team's success.
Mark's the man! He's the guy you want to bring in to train your Salesforce technical and business users. Very engaging, and presents lots of analogies that help learn abstract concepts.
Bill was extremely knowledgeable not only on the Salesforce side but also on Canon Medical's customized version of Salesforce modules. He did his homework very well. He kept the audience engaged throughout the session. Good work Bill!
Let's look at what's actually holding you back.
Every engagement begins with a discovery conversation. No pitch — just an honest look at your process, platform, and people.
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