I received a tweet from Ted Coine (@tedcoine) today. He cited an excellent article on change management, “10 Strategic Principles Needed to Lead Change Management Efforts”. You can read the article at 10 Principles. It explains why only about 50% of change management efforts succeed, and what to do about it. There is also an excellent book on the topic by Bob Thames (Chasing Change), who previously contributed an article on our blog.
I personally view change management as so critical that I have suggested to prospects that they not waste their time and money investing in a sales/sales management methodology without a commitment to a change management program. It is critical to achieving Best Practices and long-term, metric based results (see Change Management).