The first step of ADKAR, “ Awareness ,” focuses on ensuring that team members understand the reason and urgency of the change .
Without this awareness, employees tend to resist, compromising the effectiveness of the transition.
Why is awareness important?
Awareness is the foundation for any successful change . When employees understand the challenges the organization faces and how change benefits them, they are more likely to embrace new initiatives.
This step is crucial to align expectations gmx email list and dispel doubts from the outset . The benefits of good awareness include:
reduction of initial resistance;
clarity about the objectives and benefits of the change;
creating a sense of urgency to act.
Strategies to create awareness
There are several effective approaches to promoting awareness among sales team members:
explain the reasons for the change, highlighting the positive impacts for both the organization and the salespeople ;
include team leaders and influencers in change planning, increasing collective engagement;
use metrics and concrete examples to show the need for and benefits of transformation.
These strategies help set the stage for ADKAR’s next steps.
Connect change to sales goals
For awareness to be effective, it is essential to relate the change directly to sales objectives . For example:
show how the new approach can increase the conversion rate;
highlight how changes can shorten the sales cycle ;
present potential gains in customer relationships.
By connecting the transformation to expected outcomes, you reinforce the relevance and importance of the change for the sales team, ensuring a more fluid transition to the next steps of the model.
2. Desire : the desire to support change
The desire to support and engage in a change is the second stage of the ADKAR model. After creating awareness, it is necessary to motivate the sales team to genuinely embrace the transformation .