Trinity Finance’s Sales Organization and Sales Approach (B): Change Management and Behavioral Challenges
This caselet, second in the ‘Trinity Finance’s Sales Organization and Sales Approach’ series, focuses on the change management program at Trinity Finance Ltd. (Trinity) which had identified six areas of improvement to arrest the decline in its market share. The Leadership Team (LT) at Trinity decided to first finalize and roll-out a change management program which was in sync with its organizational goal of ‘RACE’ (Radical Approach to Customer Engagement). However, the LT members debated on the need for an organization-wide change given that despite the declining market shares Trinity was still the market leader and was profitable. Was there indeed a need for organization-wide change? If yes, how could Trinity design and deliver an appropriate change management program to be effective across all the levels in the organization?
Prerequisite Conceptual Understanding/Before the Classroom Discussion
- •Jim Collins, “How the Mighty Fall – And Why Some Companies Never Give in”, http://therightmind.com.au/FileUpload/files/HowTheMightyFall.pdf, 2009 – To understand the concept of Hubris of Success
- •Sumantra Ghoshal, et al., “Into the Valley of Death”, Managing Radical Change: What Indian Companies must do to become World-class, Penguin Books India, 2002 – To understand the myriad of emotions and experiences an organization goes through during the process of transformational change
Case Positioning and Setting
This caselet can be used in the MBA Program for the following course/module:
- • Sales Management Course to teach the concept of change management
Suggested Reading for the Faculty
- • Ryan Raffaelli, “Leading and Managing Change”, Harvard Business School, May 10th 2016 – To understand the steps involved in organizational change
Preamble to the Case Analysis
The purpose of this caselet is to highlight the significance of the four stages of any change management program – diagnosing the need for change, designing, delivering and evaluating change. The analysis was focused on understanding and analyzing the four stages vis-à-vis Trinity and how could the change management program play an important role in achieving the organizational goal of ‘RACE’. The classroom discussion was orchestrated accordingly [Exhibit (TN)-I]..........