One of the sad truths in a sales transformation is that not everyone within the organization is able to make it to the new state. Think back to the example of rebuilding or remodeling a house. Whether you rebuild or remodel, there are parts of the house that don’t make it to your updated home.
In the case of a sales organization that is experiencing a transformation, there are often times when team members are not able to make the leap to the new state. As a leader, this is a fact that you cannot change. However, you can understand who is most likely to make it and adjust your actions accordingly.