I am a Process Manager for a financial services company.
My company and management fails to understand the need to constantly execute marketing and sales plans for NEW customers.
Would you advise on how to introduce that understanding and is there a good plan how me to present that to the management?
Leading a change is related to many factors. It also depends on the organizational structure, power structure, routines and rituals, control systems of the company. You need to take into account these factors to lead a change.
I am attaching a file which will enable you to incorporate elements that will convince the management to accept the your ideas.
In addition, I recommend you to read two articles listed below which focus on leading change and psychology of change.