Best Practices Transfer ...
Unlike Wave I, the Wave II initiative aimed at revamping the entire sales force managaement process. This encroached upon the autonomy of the CBUs. Team C did not do a good job of justifying with hard data the benefits to the salespeople of sacrificing their creativity and empowerment. Wave I had not gone this far and so such questions never got raised. There were no benchmark CBUs that could prove the real life success of Wave II recommendations. It is common knowledge that complicated things do not get embraced easily because the transition process is so painful. I feel the failure of Wave II was that it tried to achieve too much change too quickly without understanding the complexities of implemenetation involved. Any best practice transfer must take into account the culture of the receiving organization. Team C was not sure what exactly made Wave I successful so modifying its scope was a wrong approach. Wave II was not a copy of Wave I but a process innovation which would require pilot implementations before any rollouts can be possible.
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