Transforming Sales Management av Grant (Global Director of Sales Transformation) Van Ulbrich

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<p><b>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.</b><br><br> Global sales management and transformation leader <b>Grant Van Ulbrich</b> makes a compelling case for tackling this issue using an innovative change management model designed with sales teams in mind. <b><i>Transforming Sales Management</i></b> 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.<br><br><b><i>Transforming Sales Management</i></b> 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 (St