Transforming Sales Management: Lead Sales Teams Through Change
(Sprache: Englisch)
Teach your sales reps how to confront and work through complex challenges using an innovative change management model designed with sales teams in mind.
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Klappentext zu „Transforming Sales Management: Lead Sales Teams Through Change “
Teach your sales reps how to confront and work through complex challenges using an innovative change management model designed with sales teams in mind.
Inhaltsverzeichnis zu „Transforming Sales Management: Lead Sales Teams Through Change “
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
Autoren-Porträt von Grant van Ulbrich
Grant Van Ulbrich
Bibliographische Angaben
- Autor: Grant van Ulbrich
- 248 Seiten, Maße: 15,6 x 23,4 cm, Kartoniert (TB), Englisch
- Verlag: Kogan Page
- ISBN-10: 1398609080
- ISBN-13: 9781398609082
- Erscheinungsdatum: 30.05.2023
Sprache:
Englisch
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