Launching an organization with a new function

Implementing an inside sales function from scratch

Abstract

When introducing new functions or systems that significantly alter existing business processes, transformation teams face dual challenges: resistance from existing organizational members and anxiety surrounding unprecedented changes. In such situations, effective team management is crucial. Leaders must clearly communicate three key elements to team members: what needs to be done (legitimate methods), why their roles are important (meaning), and evidence of their achievements and positive feedback from others (proof of legitimacy). By addressing these aspects, team members can recognize the legitimacy of their efforts. This recognition enables them to approach organizational change with confidence, even amidst anxiety, grounded in a sense of legitimacy.