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Transforming sales management
Paperback
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- Book Synopsis
- 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.
- About The Author
- Grant Van Ulbrich is Global Director of Sales Transformation at Royal Caribbean Group, based in London, UK. He holds an MSc in Professional Practice in Leading Sales Transformation from Consalia Sales Business School and Middlesex University and a Doctorate of Professional Studies with a focus in Sales Transformation from Middlesex University. He is Founding Fellow of the the Institute of Sales Professionals, formerly known as the Association of Professional Sales. His work has been published in The Journal of Sales Transformation, The Change Management Review and featured by the the Institute of Sales Professionals, The Oxford Review, Consalia Sales Business School and the Sales Educator's Academy.
- Product Details
-
- ISBN
- 9781398609082
- Format
- Paperback
- Publisher
- KoganPage, (03 May 2023)
- Number of Pages
- 248
- Weight
- 389 grams
- Language
- English
- Dimensions
- 217 x 140 x 20 mm
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