Developing a Change Management Plan to Deploy Team Selling Approach in the Case Company

This thesis focused on developing a change management plan for deploying team selling approach. Team selling is a customer management tool that uses the competence of different departments to create added value in the form of know-how to the customer. In the past it was decided to start the using of the team selling approach but years after the deployment, experience indicated that it was only partially in use. Since team selling involves many employees from the case company and it is a new way of working, it was realized that change management was needed. The research approach used in the study was design research and it was conducted in four main steps: finding good practices from the literature, current state analysis, developing initial proposal and validating the initial proposal. Data was gathered from interviews, internal documents and workshops. The study indicated that the reason for the team selling approach deployment had not been successful was due to the lack of support from the organization, lack of leadership skills of the team leaders and choosing the accounts on a wrong basis. The study also revealed that the team selling approach usage level was significantly lower than what was initially considered. As a result of the study a proposal for a change management plan was created in the form of action points and a roadmap. When the case company decides to take the change management plan into use, it should increase the team selling usage and thus, bring more growth in the key accounts