Atm Quote by Dave Ulrich
“In almost any change there is 20 - 60 - 20. 20% are doing the change and we need to stay out of their way. 20% will never get there (a large percent still go into banks to see tellers vs. ATMs). 60% are in the middle. I think you will always find some companies where the head of HR is not a member of senior management team (bottom 20% and some companies where she or he has always been (top 20%).”
About This Quote
Source Book: Human Resource Champions, Dave Ulrich, 1997
Change adoption follows a 20‑60‑20 distribution: a minority leads, a minority resists, and most are in the middle needing support.
In simple terms: Most people fall in the middle of change, with few leading or resisting.
Key Takeaway
Identify and empower the 20% leaders, support the 60% middle, and address the 20% resistors.
Themes
change management
leadership
organizational behavior
Mood
pragmatic
analytical
Type
strategic
insightful
When to use this quote
- HR policy rollout
- technology implementation
- culture shift
Key Concepts
adoption curve
resistance
support strategies
Questions to Reflect On
- How can you elevate change agents to senior roles?
- What tactics help the middle group adopt change?
A Different Perspective
If the 20% leaders are not senior, change may stall.
