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.

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TRANSFORMATIONAL SALES LEADERSHIP

Co-Author: Grant Van Ulrich

Chapter Three: Coaching Salespeople Through Personal Change: Redemption for Willy Loman

Edited by: Christine A. Eastman, Phil McGowan & Beth Rogers

Transformational Sales Leadership: Sales Leader Perspectives offers viewpoints from 12 leaders across the global sales industry, all of which challenge conventional sales models and promote visionary ways of thinking about sales and leadership.

The leaders who share their professional stories in the book are from organisations including SAP, Google, Nationwide US, and Royal Caribbean, as well as their own practices, and they represent a new breed of salespeople who are increasingly sought after by organisations which need to transform their practices. They run teams, drive analytics, and improve operational excellence, and their careers rise or fall on getting the right KPIs. Their stories address solutions to age-old sales problems, but they bring a new perspective to the sales function in the digital age. The book focuses on what sales leaders need in order to be innovative. Specifically, the book shows you how to:

Coach sales people through disruption
Leverage the most valuable habits for success; and
Provide for meaning and purpose in the hyper-connected and volatile sales industry

If you are a sales professional looking to succeed in challenging scenarios, the journeys recounted in this book demonstrate how the landscape of sales has changed and how thinking about sales differently can help you transform your career.

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