Once you’ve gained the team’s desire to support the change, it’s time to make sure everyone understands what they need to do and has mastered the basics.
Therefore, the “ Knowledge ” stage in the ADKAR model focuses on providing the information, skills and resources needed for transformations to be executed successfully .
It is the theoretical basis that precedes execution.
Training and qualifications
Well-structured training is the foundation gmx email list of this stage . It helps the team understand the changes and apply new tools or processes in a practical way.
Follow these tips:
clearly explain the objectives of each training, connecting them to the desired results;
carry out practical sessions that simulate real situations from the sales team's day-to-day life;
Offer supplementary materials, such as quick guides and tutorial videos, to reinforce learning.
When employees know what to do and how to do it, they feel more confident putting change into practice .
Personalized training plans
Every employee has their own unique needs and challenges. Creating personalized training plans helps ensure everyone gets the support they need to thrive .
So do the following:
assess the current knowledge level of each team member;
develop content tailored to different roles within the sales team;
align training objectives with individual and collective goals.
By personalizing training, you promote more effective and engaging learning, increasing the chances of successful implementation.
Continuous monitoring and support
Passing on knowledge is just the beginning. For changes to be effective, it is essential to provide ongoing support during and after the adaptation period . Therefore:
monitor each employee's progress through clear metrics, such as adaptation time or performance in specific activities;
establish regular checkpoints to review the practical application of learning;
provide a direct communication channel to clarify doubts and adjust strategies as necessary.
With structured monitoring, your team feels supported , reducing resistance and increasing confidence to apply what has been learned.
4. Ability : the ability to implement change