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.
