ABSTRACT
This chapter explores some key dimensions of change management in pricing, and proposes ten practical tips for bringing the sales force on board the pricing change train. It presents a few remarks on why pricing is a transformation innovation that requires breakthrough management and leadership skills. Generally speaking, change management might happen at the individual or team level. Rarely does it happen at the organizational level, where multiple teams and departments change in concert to achieve a large-scale transformation. Here are five more considerations that are essential for organizational change in pricing: Change needs to be intentional and focused, the vision is critical for success, change management is not project management, pay attention to all relevant stakeholders, and Change requires leadership support. Pricing projects are hard to implement. Pricing transformations are even harder. If the organization is stuck in time or unable to embrace large organizational pricing projects, one have to think differently and bring in change experts.
