BA-201 · Question #4
Universal Containers (UC) uses a Salesforce org. UC is merging with a sister company that uses a different CRM. The incoming sales team is reluctant to change to a different process. The business anal
The correct answer is B. Power users and top sales earners. Peer influence is the most effective tool for driving adoption among a reluctant user group. Power users (those who excel with CRM tools) and top sales earners (those the incoming team respects and aspires to emulate) carry credibility with their peers and can model success on th
Question
Universal Containers (UC) uses a Salesforce org. UC is merging with a sister company that uses a different CRM. The incoming sales team is reluctant to change to a different process. The business analyst (BA) has been asked to help reach consensus and drive adoption. Which group is well positioned to help the BA secure alignment for the initiative?
Options
- ASystem admin and project manager
- BPower users and top sales earners
- CExecutive sponsors and sales leadership
How the community answered
(56 responses)- A13% (7)
- B70% (39)
- C18% (10)
Explanation
Peer influence is the most effective tool for driving adoption among a reluctant user group. Power users (those who excel with CRM tools) and top sales earners (those the incoming team respects and aspires to emulate) carry credibility with their peers and can model success on the new platform. Option A (system admin and project manager) has implementation authority but lacks the sales-floor credibility to shift cultural resistance. Option C (executive sponsors and sales leadership) can mandate adoption top-down, but mandates without peer endorsement often produce surface compliance rather than genuine adoption. Power users and top earners are the most trusted voices to the reluctant sales team.
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