Description: Transforming Sales Management : Lead Sales Teams Through Change, Paperback by Van Ulbrich, Grant, ISBN 1398609080, ISBN-13 9781398609082, 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.
Price: 38.6 USD
Location: Jessup, Maryland
End Time: 2024-11-20T05:04:37.000Z
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Restocking Fee: No
Return shipping will be paid by: Buyer
All returns accepted: Returns Accepted
Item must be returned within: 14 Days
Refund will be given as: Money Back
Book Title: Transforming Sales Management : Lead Sales Teams Through Change
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
