Cantitate/Preț
Produs
Total produse
Vezi coșul
Transforming Sales Management – Lead Sales Teams Through Change de Grant Van Ulbrich

Transforming Sales Management – Lead Sales Teams Through Change

Autor Grant Van Ulbrich
en Limba Engleză Paperback – 2 mai 2023
Teach your sales reps how to confront and work through complex challenges using an innovative change management model designed with sales teams in mind.
Citește tot Restrânge

Toate formatele și edițiile

Toate formatele și edițiile Preț Express
Paperback (1) 20714 lei  3-5 săpt. +1362 lei  7-13 zile
  Kogan Page – 2 mai 2023 20714 lei  3-5 săpt. +1362 lei  7-13 zile
Hardback (1) 62782 lei  6-8 săpt.
  Kogan Page – 2 mai 2023 62782 lei  6-8 săpt.

Preț: 20714 lei

Nou

Puncte Express: 311
Preț estimativ în valută:
3964€ • 4130$ • 3296£

Carte disponibilă

Livrare economică 18 ianuarie-01 februarie 25
Livrare express 04-10 ianuarie 25 pentru 2361 lei

 Adaugă în coș

Wish list
Gift list
Am citit!
Adaugă în listă
Preluare comenzi: 021 569.72.76

Specificații

ISBN-13: 9781398609082
ISBN-10: 1398609080
Pagini: 248
Dimensiuni: 154 x 233 x 18 mm
Greutate: 0.35 kg
Editura: Kogan Page

Cuprins

Section - 00: Introduction:Sales transformation, sales management, and change management and the importance of learning how to manage personal change; Section - 01: Four popular change models: Lewin's Change Theory, Kotter's Eight-Stage Change Model, and Hiatt's ADKAR Change Model, McKinsey's 7-S Change Model; Section - 02: Four more: Kübler-Ross' 5 Stages of Grief, SARA Curve, Conner's Positive Change Curve, Conner's Negative Response Change Model; Section - 03: Changes to buying and selling; Section - 04: Focusing on individuals; Section - 05: The personal change management model: SCARED SO WHAT; Section - 06: Discovering emotions and actions using SCARED; Section - 07: The gap between decision and action; Section - 08: Creating a SO WHAT plan; Section - 09: What's next?; Section - 10: Conclusion: Using my own model; Section - 00: Appendices; Section - 00: References; Section - 00: Index

Notă biografică

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.

Descriere

Descriere de la o altă ediție sau format:

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.