{"product_id":"transforming-sales-management-lead-sales-teams-through-change-9781398609105","title":"Transforming Sales Management: Lead Sales Teams Through Change","description":"\u003cp\u003e\u003c\/p\u003e\u003cblockquote\u003e\n\u003cbr\u003eSales 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. \u003c\/blockquote\u003e\u003cp\u003e\u003cstrong\u003eFormat\u003c\/strong\u003e: Hardback\u003cbr\u003e\u003cstrong\u003eLength\u003c\/strong\u003e: 248 pages\u003cbr\u003e\u003cstrong\u003ePublication date\u003c\/strong\u003e: 03 May 2023\u003cbr\u003e\u003cstrong\u003ePublisher\u003c\/strong\u003e: Kogan Page Ltd\u003cbr\u003e\u003c\/p\u003e \u003cp\u003e\u003cbr\u003eSales 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.\u003cbr\u003e\u003cbr\u003eThe 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.\u003cbr\u003e\u003cbr\u003eThe 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.\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003cstrong\u003eDimension\u003c\/strong\u003e: 234 x 156 (mm)\u003cbr\u003e\u003cstrong\u003eISBN-13\u003c\/strong\u003e: 9781398609105\u003c\/p\u003e","brand":"GrantVan Ulbrich","offers":[{"title":"Hardback","offer_id":44216397463802,"sku":"9781398609105","price":78.06,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0522\/4297\/2845\/products\/noImage_1_602dea43-deeb-483d-b888-ab7375e3ec4f.jpg?v=1683354956","url":"https:\/\/shulphink.com\/products\/transforming-sales-management-lead-sales-teams-through-change-9781398609105","provider":"Shulph Ink","version":"1.0","type":"link"}