Is your team:
*Trying to bridge the sales to winning bids gap?
*Having good sales conversations that are not translating into winning business?
It is most likely because of a Business Development process gap between the two.
New research recently published in the Academy of Management Journal adds a logical nuance to bringing teams along with the change, including salespeople and bid & proposal people.
Remember to encourage and reinforce what will stay the same, as well as the areas in need of change.