Transforming Sales Management: Lead Sales Teams Through Change
4.2 (104 items)
Limited Time Sale$46.50 cheaper than the new price!!
Free cash-on-delivery fees for purchases over $99
Product details
| Management number | 201901985 | Release Date | 2025/10/08 | List Price | $46.50 | Model Number | 201901985 | ||
|---|---|---|---|---|---|---|---|---|---|
| Category | |||||||||
Sales managers can coach their teams through multiple, sometimes stressful, rollouts by teaching them to embrace and manage change from the bottom up. Grant Van Ulbrich's book "Transforming Sales Management" provides a change management model designed with sales teams in mind, divided into two parts: SCARED and SO WHAT. It explains the emotional impact of change and offers useful support tools to help readers react to it.
Format: Hardback
Length: 248 pages
Publication date: 03 May 2023
Publisher: Kogan Page Ltd
Sales managers can effectively coach their teams through multiple, often stressful, rollouts by adopting a bottom-up change management approach. Global sales management and transformation leader Grant Van Ulbrich advocates for this approach, highlighting the challenges of organization-focused frameworks in today's dynamic sales environment. In his book, Transforming Sales Management, Van Ulbrich provides an overview of sales management, sales transformation, and change management. He argues that a bottom-up model, specifically SCARED SO WHAT, is more effective in addressing the needs of sales teams.
The book delves into the implementation of the SCARED SO WHAT model at various Fortune 100 groups, universities, and institutions, offering a detailed framework in two parts: SCARED (Surprise, Champion/Conflicted, Action, Receptive/Rejective, Explore, Decide) and SO WHAT (Strategy, Options, Way forward, Hope, Actions, Taking ownership). Van Ulbrich explains the emotional impact of change and emphasizes the importance of critical reflection and focused action before making decisions and responding to them.
The book applies the model to complex sales situations, providing valuable support tools to help readers navigate corporate rollouts, organizational design changes, technology implementations, sales opportunity rejections, and changing customer expectations. By embracing a bottom-up change management approach, sales managers can empower their teams to adapt and thrive in a constantly evolving business landscape.
Dimension: 234 x 156 (mm)
ISBN-13: 9781398609105
Pumpkins - Canned
Correction of product information
If you notice any omissions or errors in the product information on this page, please use the correction request form below.
Correction Request Form