{"product_id":"9781398609082-transforming-sales-management","title":"Transforming Sales Management","description":"\u003cmeta content=\"text\/html; charset=utf-8\" http-equiv=\"Content-Type\"\u003e\u003cp\u003e\u003cspan\u003eLead Sales Teams Through Change\u003cbr\u003eTeach your sales reps how to confront and work through complex challenges using an innovative change management model designed with sales teams in mind.\u003cbr\u003e\u003cp\u003e\u003cb\u003eHow 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.\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e Global sales management and transformation leader \u003cb\u003eGrant Van Ulbrich\u003c\/b\u003e makes a compelling case for tackling this issue using an innovative change management model designed with sales teams in mind. \u003cb\u003e\u003ci\u003eTransforming Sales Management\u003c\/i\u003e\u003c\/b\u003e 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.\u003cbr\u003e\u003cbr\u003e \u003cb\u003e\u003ci\u003eTransforming Sales Management\u003c\/i\u003e\u003c\/b\u003e 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. \u003cbr\u003e\u003cbr\u003e 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.\u003c\/p\u003e\n\u003cbr\u003e\u003cbr\u003e\u003c\/span\u003e\u003c\/p\u003e","brand":"Rarewaves","offers":[{"title":"Default Title","offer_id":40805070274657,"sku":"9781398609082","price":30.41,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0092\/7504\/8033\/files\/stand_41142849_0534d9e0-7073-4f2d-ac7e-e494f0404e42.jpg?v=1778120273","url":"https:\/\/www.rarewaves.com\/products\/9781398609082-transforming-sales-management","provider":"Rarewaves.com","version":"1.0","type":"link"}