Overview

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.

Full Product Details

Author:   Grant Van Ulbrich (Global Director of Sales Transformation)
Publisher:   Kogan Page Ltd
Imprint:   Kogan Page Ltd
Dimensions:   Width: 16.50cm , Height: 2.20cm , Length: 24.00cm
Weight:   0.605kg
ISBN:  

9781398609105

ISBN 10:   1398609102
Pages:   248
Publication Date:   03 May 2023
Audience:   College/higher education ,  Professional and scholarly ,  Tertiary & Higher Education ,  Professional & Vocational
Format:   Hardback
Publisher's Status:   Active
Availability:   In Print  
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Table of Contents

Reviews

When transitions are challenging, the trick is to find simplicity on the other side of the complexity. Transforming Sales Management offers useful guidance for navigating change but does so in the form of six easy-to-remember, yet potentially penetrating, questions that can be used to forge a path forward. * Daryl Conner, global change leader, Chairman of Conner Advisory and Conner Academy; author of 'Managing at the Speed of Change' and 'Leading at the Edge of Chaos' * This book, the model and the tools that underlie it should be well-thumbed, bookmarked and used by sales managers who need to help their teams get over their fears, their limiting beliefs and tendencies to procrastinate so they can increase sales. It is also my firm belief that the book should be in the knapsack of every sales leader, manager, coach and trainer. * Dr. David Wilkinson, Editor-in-Chief of 'The Oxford Review', author of 'The Ambiguity Advantage' * Change is scary! People tend to be resistant to change (whether positive or negative), which is why successful organizational transformations are so notoriously difficult to achieve. Grant Van Ulbrich's refreshing new book factors in individual choice and provides guidance for people in business and beyond on how to manage their own change situation. Taking his original research (first published in the International Journal of Sales Transformation), Dr. Van Ulrich outlines his SCARED SO WHAT personal change model. The book can help salespeople globally navigate their own personal change journey (at work or even in their personal lives). Importantly, the book explores real-world examples and applications of the model from within the hospitality industry, most notably during a period of unprecedented societal and business transformation triggered by the global Covid-19 pandemic. Accessible and easy to read, this book offers a ground-breaking but practical guide to understanding the role of individuals' emotions in executing business change. * Nick de Cent, Editor-in-Chief of 'The International Journal of Sales Transformation' * As a scholar practitioner and learning leader in organizations, Grant's pragmatic review of popular change models reminded me of 'the basics,' but his work provided a fresh perspective about the human emotions that too often go overlooked when preparing for and leading through change events - and not just for sales organizations, ALL ORGANIZATIONS! I reviewed each component of SCARED SO WHAT and re-thought certain elements of the change happening around me and put forth my own personal change strategy plan in a straightforward way using Grant's model. * Mark C. Boccia, Chief Learning Officer, Amazon * Grant has written a modern, must-read book about the ongoing challenges of change and transformation, not just for millennials, but for all of us facing the increasing pace of the VUCA world in which we all live. What makes his book so notable is that it doesn't just explain a theory, but it also considers practice and tools. * Waldemar Adams, Senior Vice President Market Advisory, SAP Customer Success * Change is constant in our personal lives and professional careers. Navigating change effectively allows people to learn from change and move forward in a positive way. Dr Grant Van Ulbrich's new book presents an opportunity to learn the how and why of our reactions to change can affect outcomes. Grant takes the reader through established models and shares his own model: SCARED SO WHAT. Whether reading from a managerial or organizational perspective, or as an individual, this book will provide you with an actionable process for making the most of your experiences with change. * Marty Holmes, Executive Director, Sales Education Foundation (SEF) * Transforming Sales Management is a must-read for all leaders as it goes beyond just sales. It's a book that is easy to enjoy and follow because it is not just describing theories. Rather, it is using real-world scenarios and provides personal and practical examples to follow. In my own reflection after reading this book, it is our people that are at the centre of any transformation. How we support them means we must include them in on the journey. This book provides the new tools to show us all how. * Olga C. Piqueras, Managing Director, Port Operations for Intercruises Shoreside & Port Services * Organizations don't change; people within organizations change. Grant takes a much-needed look at the individual as the linchpin of transformation efforts and presents a model of individual change that will help you understand how to navigate change in your own life and how to work with others who are trying to navigate their own changes. * Dr. Willy Bolander, Professor of Industrial Distribution and Associate Director of the Read Center for Distribution, Texas A&M University * I love the model as it really does drill down and make you think out of the box and will help professionals not only in their work but also within their personal lives as well. * Mark Robinson, Senior Vice President Operations, Scenic Luxury Cruises & Tours * A progressive and empowering approach for aiding individual stakeholders in making their personal decisions about accepting change. * Theresa Moulton, Chief Editor, 'The Change Management Review' * The journey this book supports is one many sales leaders fail to recognize as fundamentally important. The most vital asset to any company is its salespeople. Not the technology they use, nor the products they sell, but the people they forge relations with, and how they do so in an ever-changing world. Salespeople need to transform constantly, to remain the competitive advantage for themselves and their companies. I challenge the reader not to keep returning to this guide on personal change. Comprehensive references all for the curious to continue to develop knowledge on change and keep learning. Grant expertly points out that change is a 'messy process,' and this book lifts the 'learning fog' that envelopes us when trying to change ourselves. * Andrew Hough, Founder, Institute of Sales Professionals; Sales Researcher, Cranfield University *

"""When transitions are challenging, the trick is to find simplicity on the other side of the complexity. Transforming Sales Management offers useful guidance for navigating change but does so in the form of six easy-to-remember, yet potentially penetrating, questions that can be used to forge a path forward."" * Daryl Conner, global change leader, Chairman of Conner Advisory and Conner Academy; author of 'Managing at the Speed of Change' and 'Leading at the Edge of Chaos' * ""This book, the model and the tools that underlie it should be well-thumbed, bookmarked and used by sales managers who need to help their teams get over their fears, their limiting beliefs and tendencies to procrastinate so they can increase sales. It is also my firm belief that the book should be in the knapsack of every sales leader, manager, coach and trainer."" * Dr. David Wilkinson, Editor-in-Chief of 'The Oxford Review', author of 'The Ambiguity Advantage' * ""Change is scary! People tend to be resistant to change (whether positive or negative), which is why successful organizational transformations are so notoriously difficult to achieve. Grant Van Ulbrich's refreshing new book factors in individual choice and provides guidance for people in business and beyond on how to manage their own change situation. Taking his original research (first published in the International Journal of Sales Transformation), Dr. Van Ulrich outlines his SCARED SO WHAT personal change model. The book can help salespeople globally navigate their own personal change journey (at work or even in their personal lives). Importantly, the book explores real-world examples and applications of the model from within the hospitality industry, most notably during a period of unprecedented societal and business transformation triggered by the global Covid-19 pandemic. Accessible and easy to read, this book offers a ground-breaking but practical guide to understanding the role of individuals' emotions in executing business change."" * Nick de Cent, Editor-in-Chief of 'The International Journal of Sales Transformation' * ""As a scholar practitioner and learning leader in organizations, Grant's pragmatic review of popular change models reminded me of 'the basics,' but his work provided a fresh perspective about the human emotions that too often go overlooked when preparing for and leading through change events - and not just for sales organizations, ALL ORGANIZATIONS! I reviewed each component of SCARED SO WHAT and re-thought certain elements of the change happening around me and put forth my own personal change strategy plan in a straightforward way using Grant's model."" * Mark C. Boccia, Chief Learning Officer, Amazon * ""Grant has written a modern, must-read book about the ongoing challenges of change and transformation, not just for millennials, but for all of us facing the increasing pace of the VUCA world in which we all live. What makes his book so notable is that it doesn't just explain a theory, but it also considers practice and tools."" * Waldemar Adams, Senior Vice President Market Advisory, SAP Customer Success * ""Change is constant in our personal lives and professional careers. Navigating change effectively allows people to learn from change and move forward in a positive way. Dr Grant Van Ulbrich's new book presents an opportunity to learn the how and why of our reactions to change can affect outcomes. Grant takes the reader through established models and shares his own model: SCARED SO WHAT. Whether reading from a managerial or organizational perspective, or as an individual, this book will provide you with an actionable process for making the most of your experiences with change."" * Marty Holmes, Executive Director, Sales Education Foundation (SEF) * ""Transforming Sales Management is a must-read for all leaders as it goes beyond just sales. It's a book that is easy to enjoy and follow because it is not just describing theories. Rather, it is using real-world scenarios and provides personal and practical examples to follow. In my own reflection after reading this book, it is our people that are at the centre of any transformation. How we support them means we must include them in on the journey. This book provides the new tools to show us all how."" * Olga C. Piqueras, Managing Director, Port Operations for Intercruises Shoreside & Port Services * ""Organizations don't change; people within organizations change. Grant takes a much-needed look at the individual as the linchpin of transformation efforts and presents a model of individual change that will help you understand how to navigate change in your own life and how to work with others who are trying to navigate their own changes."" * Dr. Willy Bolander, Professor of Industrial Distribution and Associate Director of the Read Center for Distribution, Texas A&M University * ""I love the model as it really does drill down and make you think out of the box and will help professionals not only in their work but also within their personal lives as well."" * Mark Robinson, Senior Vice President Operations, Scenic Luxury Cruises & Tours * ""A progressive and empowering approach for aiding individual stakeholders in making their personal decisions about accepting change."" * Theresa Moulton, Chief Editor, 'The Change Management Review' * ""The journey this book supports is one many sales leaders fail to recognize as fundamentally important. The most vital asset to any company is its salespeople. Not the technology they use, nor the products they sell, but the people they forge relations with, and how they do so in an ever-changing world. Salespeople need to transform constantly, to remain the competitive advantage for themselves and their companies. I challenge the reader not to keep returning to this guide on personal change. Comprehensive references all for the curious to continue to develop knowledge on change and keep learning. Grant expertly points out that change is a 'messy process,' and this book lifts the 'learning fog' that envelopes us when trying to change ourselves."" * Andrew Hough, Founder, Institute of Sales Professionals; Sales Researcher, Cranfield University *"

Author Information

Grant Van Ulbrich is Global Director of Sales Transformation at Royal Caribbean Group, based in London, UK. He is Founding Fellow of the the Institute of Sales Professionals, formerly known as the Association of Professional Sales. Van Ulbrich's work has been published in The Journal of Sales Transformation, The Change Management Review and featured by the Institute of Sales Professionals, The Oxford Review, Consalia Sales Business School and the Sales Educator's Academy.

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