Transforming Sales Management
eBook - ePub

Transforming Sales Management

Lead Sales Teams Through Change

  1. English
  2. ePUB (mobile friendly)
  3. Available on iOS & Android
eBook - ePub

Transforming Sales Management

Lead Sales Teams Through Change

About this book

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.

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Yes, you can access Transforming Sales Management by Grant Van Ulbrich in PDF and/or ePUB format, as well as other popular books in Business & Marketing. We have over one million books available in our catalogue for you to explore.

Information

Publisher
Kogan Page
Year
2023
Print ISBN
9781398609082
eBook ISBN
9781398609099
Edition
1
Topic
Business
Subtopic
Marketing
Index
Business

Table of contents

  1. List of figures and tables
  2. About the author
  3. Foreword by Philip Squire
  4. Acknowledgments
  5. Introduction: Sales transformation, sales management, and change management, and the importance of learning how to manage personal change
  6. 01 Four popular change models: Lewin’s Change Theory, Kotter’s 8-Stage Change Model, Hiatt’s ADKAR® Change Model, and McKinsey’s 7-S Change Model
  7. 02 Four more change models: Kübler-Ross’ 5 Stages of Grief®, SARA Curve, Conner’s positive response curve, and Conner’s negative response curve
  8. 03 Changes to buying and selling
  9. 04 Focusing on individuals
  10. 05 The personal change management model: SCARED SO WHAT
  11. 06 Discovering emotions and actions using SCARED
  12. 07 The gap between decision and action
  13. 08 Creating a SO WHAT plan
  14. 09 What’s next?
  15. Conclusion
  16. Appendix 1: The SCARED quiz
  17. Appendix 2: The SO WHAT template in full
  18. References
  19. Index