“Ten Reasons People Resist Change” – HBR.org article

By Scott Sambucci | September 26, 2012

Written in context of general leadership, this post has direct applications to Sales Leadership. Introducing a new product or service to any client means change. It is your responsibility as the sales professional to identify and overcome the resistance to change.

The best tool for leaders of change is to understand the predictable, universal sources of resistance in each situation and then strategize around them. Here are the ten I’ve found to be the most common.

Loss of control. Change interferes with autonomy and can make people feel that they’ve lost control over their territory…

Read the rest of the article by Rosabeth Moss Kanter on HBR.org here…