Description: Transforming Sales Management : Lead Sales Teams Through Change, Hardcover by Van Ulbrich, Grant, ISBN 1398609102, ISBN-13 9781398609105, Brand New, Free shipping in the US 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, th 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. Th 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.
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End Time: 2024-11-22T02:13:47.000Z
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Book Title: Transforming Sales Management : Lead Sales Teams Through Change
Number of Pages: 248 Pages
Publication Name: Transforming Sales Management : Lead Sales Teams Through Change
Language: English
Publisher: Kogan Page, The Limited
Publication Year: 2023
Subject: Sales & Selling / Management, International / Marketing, Commerce, Marketing / Direct
Item Height: 0.9 in
Item Weight: 21.3 Oz
Type: Textbook
Author: Grant Van Ulbrich
Subject Area: Business & Economics
Item Length: 9.4 in
Item Width: 6.5 in
Format: Hardcover
