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.
- English
- ePUB (mobile friendly)
- Available on iOS & Android
eBook - ePub
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Table of contents
- List of figures and tables
- About the author
- Foreword by Philip Squire
- Acknowledgments
- Introduction: Sales transformation, sales management, and change management, and the importance of learning how to manage personal change
- 01 Four popular change models: Lewinâs Change Theory, Kotterâs 8-Stage Change Model, Hiattâs ADKARÂŽ Change Model, and McKinseyâs 7-S Change Model
- 02 Four more change models: KĂźbler-Rossâ 5 Stages of GriefÂŽ, SARA Curve, Connerâs positive response curve, and Connerâs negative response curve
- 03 Changes to buying and selling
- 04 Focusing on individuals
- 05 The personal change management model: SCARED SO WHAT
- 06 Discovering emotions and actions using SCARED
- 07 The gap between decision and action
- 08 Creating a SO WHAT plan
- 09 Whatâs next?
- Conclusion
- Appendix 1: The SCARED quiz
- Appendix 2: The SO WHAT template in full
- References
- Index
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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 1.5 million books available in our catalogue for you to explore.