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Details for:
Van Ulbrich G.Transforming Sales Management.Lead Sales Teams Through Change 2023
van ulbrich g transforming sales management lead sales teams through change 2023
Type:
E-books
Files:
1
Size:
8.6 MB
Uploaded On:
May 7, 2023, 1:57 p.m.
Added By:
andryold1
Seeders:
12
Leechers:
1
Info Hash:
CBD17089409A2529CBBE67F44CCFF39CF12B453A
Get This Torrent
Textbook in PDF 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
Get This Torrent
Van Ulbrich G.Transforming Sales Management.Lead Sales Teams Through Change 2023.pdf
8.6 MB
