Masterclass with Juliane Winterscheid · October 2026
How Salesforce sticks in daily work: change management with ADKAR
Salesforce rollouts rarely fail on technology. They fail when sales, service and field teams keep working in Excel after go-live. Along the ADKAR model I show what a programme has to do before, during and after go-live so that people use the new system.
- 5chapters
- 25articles
- DE · ENGerman and English
Chapters
Five chapters, from diagnosis to reinforcement
First the diagnosis with ADKAR, then sponsor and communication, key users and training, the rollout across countries and finally measurement and reinforcement.
- Chapter 01:
ADKAR as a diagnosis
Why rollouts get stuck in daily work, how ADKAR shows the cause per group and what has to be settled before the first release. - Chapter 02:
Sponsor and communication
Awareness and desire: what the sponsor visibly does, what a rollout plan per release looks like and when the works council joins. - Chapter 03:
Key users and training
Knowledge and ability: how to choose and free up key users, train on real cases and involve technicians before the rollout. - Chapter 04:
Rollout across countries and teams
Every wave goes through ADKAR again: a sponsor per country, template deviations, communication in the local language and lessons from the first wave. - Chapter 05:
Measure and reinforce
Reinforcement: measure usage on four levels, spot shadow lists and keep standards in place with partners for good.
Articles
Articles in the masterclass, one question each
Each article answers a question from rollouts in sales, service and field service, sorted by topic.
Why rollouts fail 3 articles
What change management means in a Salesforce programme and how ADKAR shows where it is stuck.
Sponsor, communication and key users 6 articles
Who explains why, how business teams learn about releases and who answers the first questions.
Rollout across countries and teams 6 articles
Change management per country, technician adoption and dealers as a group of their own.
Measure and reinforce 5 articles
Which figures show adoption and how standards stay in place with partners.
Basics and templates 5 articles
Change management in general, its models, stakeholder analysis, communication plan and the change curve.
Contact
A rollout is coming up or new processes are not used?
A short conversation shows at which ADKAR stage it is stuck and whether a change manager like Juliane Winterscheid should join.
Book a call (opens Microsoft Bookings in a new tab)Pick a slot in my calendar via Microsoft Bookings. Prefer to write? Use the form and I’ll get back to you.
Rather talk right away? +49 221 98656758