TY  - BOOK
AU  - Ulbrich, Grant Van
TI  - Transforming sales management 
SN  - 9781398609082
U1  - 658.81 
PY  - 2023///
CY  - New Delhi |
PB  - Kogan Page |
KW  -  Sales management
KW  - Organizational change-Management
N1  - Includes bibliographical references and index
N2  - 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
ER  -