Description: Further DetailsTitle: Transforming Sales ManagementCondition: NewSubtitle: Lead Sales Teams Through ChangeISBN-10: 1398609080EAN: 9781398609082ISBN: 9781398609082Publisher: Kogan Page LtdFormat: PaperbackRelease Date: 05/03/2023Description: How can sales managers coach their teams through multiple, sometimes stressful, rollouts? You can teach your team to embrace and manage change from the bottom up. Global sales management and transformation leader Grant Van Ulbrich makes a compelling case for tackling this issue using an innovative change management model designed with sales teams in mind. Transforming Sales Management begins with an overview of sales management, sales transformation and change management. Showcasing the issues of organization-focused frameworks in today's current sales atmosphere, the book makes a case for a bottom-up change management model: SCARED SO WHAT. Transforming Sales Management takes readers through the implementation of the model used at various Fortune 100 groups, universities and institutions, detailing the framework in two parts: SCARED (Surprise, Champion/Conflicted, Action, Receptive/Rejective, Explore, Decide) and SO WHAT (Strategy, Options, Way forward, Hope, Actions, Taking ownership). The author explains the emotional impact of change and why it's important to critically reflect and focus on actions before making a decision and responding to it. The book applies the model to complex sales situations and provides useful support tools to help readers react when confronted with change. Readers will learn how to help their sales teams navigate corporate rollouts, changes to organizational design, the implementation of new technologies, rejection of sales opportunities and changing customer expectations.Language: EnglishCountry/Region of Manufacture: GBItem Height: 217mmItem Length: 140mmItem Width: 20mmItem Weight: 389gAuthor: Grant Van UlbrichGenre: Business & FinanceRelease Year: 2023 Missing Information?Please contact us if any details are missing and where possible we will add the information to our listing.
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Book Title: Transforming Sales Management
Title: Transforming Sales Management
Subtitle: Lead Sales Teams Through Change
ISBN-10: 1398609080
EAN: 9781398609082
ISBN: 9781398609082
Release Date: 05/03/2023
Release Year: 2023
Country/Region of Manufacture: GB
Genre: Business & Finance
Number of Pages: 248 Pages
Language: English
Publication Name: Transforming Sales Management : Lead Sales Teams Through Change
Publisher: Kogan Page, The Limited
Item Height: 0.7 in
Subject: Sales & Selling / Management, International / Marketing, Commerce, Marketing / Direct
Publication Year: 2023
Item Weight: 15.9 Oz
Type: Textbook
Author: Grant Van Ulbrich
Item Length: 9.2 in
Subject Area: Business & Economics
Item Width: 6.1 in
Format: Trade Paperback
