Transforming Sales Management: Lead Sales Teams Through Change

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: Paperback / softback
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. Grant Van Ulbrich, a global sales management and transformation leader, advocates for this approach in his book "Transforming Sales Management." The book provides an overview of sales management, sales transformation, and change management, highlighting the challenges of organization-focused frameworks in today's dynamic sales environment. It advocates for a SCARED SO WHAT model, which consists of two parts: SCARED (Surprise, Champion/Conflicted, Action, Receptive/Rejective, Explore, Decide) and SO WHAT (Strategy, Options, Way forward, Hope, Actions, Taking ownership).

The author delves into 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 and offers valuable support tools to help readers navigate corporate rollouts, organizational design changes, technology implementations, sales opportunity rejections, and changing customer expectations. By embracing and managing change from the bottom up, sales managers can empower their teams to adapt and thrive in a constantly evolving business landscape.

Weight: 380g
Dimension: 156 x 234 x 16 (mm)
ISBN-13: 9781398609082