Grant Van Ulbrich is Global Director of Sales Transformation at Royal Caribbean Group, based in London, UK. He is Founding Fellow of the the Institute of Sales Professionals, formerly known as the Association of Professional Sales. Van Ulbrich's work has been published in The Journal of Sales Transformation, The Change Management Review and featured by the Institute of Sales Professionals, The Oxford Review, Consalia Sales Business School and the Sales Educator's Academy.
"When transitions are challenging, the trick is to find simplicity
on the other side of the complexity. Transforming Sales Management
offers useful guidance for navigating change but does so in the
form of six easy-to-remember, yet potentially penetrating,
questions that can be used to forge a path forward."
*Daryl Conner, global change leader, Chairman of Conner Advisory
and Conner Academy; author of 'Managing at the Speed of Change' and
'Leading at the Edge of Chaos'*
"This book, the model and the tools that underlie it should be
well-thumbed, bookmarked and used by sales managers who need to
help their teams get over their fears, their limiting beliefs and
tendencies to procrastinate so they can increase sales. It is also
my firm belief that the book should be in the knapsack of every
sales leader, manager, coach and trainer."
*Dr. David Wilkinson, Editor-in-Chief of 'The Oxford Review',
author of 'The Ambiguity Advantage'*
"Change is scary! People tend to be resistant to change (whether
positive or negative), which is why successful organizational
transformations are so notoriously difficult to achieve. Grant Van
Ulbrich's refreshing new book factors in individual choice and
provides guidance for people in business and beyond on how to
manage their own change situation. Taking his original research
(first published in the International Journal of Sales
Transformation), Dr. Van Ulrich outlines his SCARED SO WHAT
personal change model. The book can help salespeople globally
navigate their own personal change journey (at work or even in
their personal lives). Importantly, the book explores real-world
examples and applications of the model from within the hospitality
industry, most notably during a period of unprecedented societal
and business transformation triggered by the global Covid-19
pandemic. Accessible and easy to read, this book offers a
ground-breaking but practical guide to understanding the role of
individuals' emotions in executing business change."
*Nick de Cent, Editor-in-Chief of 'The International Journal of
Sales Transformation'*
"As a scholar practitioner and learning leader in organizations,
Grant's pragmatic review of popular change models reminded me of
'the basics,' but his work provided a fresh perspective about the
human emotions that too often go overlooked when preparing for and
leading through change events - and not just for sales
organizations, ALL ORGANIZATIONS! I reviewed each component of
SCARED SO WHAT and re-thought certain elements of the change
happening around me and put forth my own personal change strategy
plan in a straightforward way using Grant's model."
*Mark C. Boccia, Chief Learning Officer, Amazon*
"Grant has written a modern, must-read book about the ongoing
challenges of change and transformation, not just for millennials,
but for all of us facing the increasing pace of the VUCA world in
which we all live. What makes his book so notable is that it
doesn't just explain a theory, but it also considers practice and
tools."
*Waldemar Adams, Senior Vice President Market Advisory, SAP
Customer Success*
"Change is constant in our personal lives and professional careers.
Navigating change effectively allows people to learn from change
and move forward in a positive way. Dr Grant Van Ulbrich's new book
presents an opportunity to learn the how and why of our reactions
to change can affect outcomes. Grant takes the reader through
established models and shares his own model: SCARED SO WHAT.
Whether reading from a managerial or organizational perspective, or
as an individual, this book will provide you with an actionable
process for making the most of your experiences with change."
*Marty Holmes, Executive Director, Sales Education Foundation
(SEF)*
"Transforming Sales Management is a must-read for all leaders as it
goes beyond just sales. It's a book that is easy to enjoy and
follow because it is not just describing theories. Rather, it is
using real-world scenarios and provides personal and practical
examples to follow. In my own reflection after reading this book,
it is our people that are at the centre of any transformation. How
we support them means we must include them in on the journey. This
book provides the new tools to show us all how."
*Olga C. Piqueras, Managing Director, Port Operations for
Intercruises Shoreside & Port Services*
"Organizations don't change; people within organizations change.
Grant takes a much-needed look at the individual as the linchpin of
transformation efforts and presents a model of individual change
that will help you understand how to navigate change in your own
life and how to work with others who are trying to navigate their
own changes."
*Dr. Willy Bolander, Professor of Industrial Distribution and
Associate Director of the Read Center for Distribution, Texas
A&M University*
"I love the model as it really does drill down and make you think
out of the box and will help professionals not only in their work
but also within their personal lives as well."
*Mark Robinson, Senior Vice President Operations, Scenic Luxury
Cruises & Tours*
"A progressive and empowering approach for aiding individual
stakeholders in making their personal decisions about accepting
change."
*Theresa Moulton, Chief Editor, 'The Change Management Review'*
"The journey this book supports is one many sales leaders fail to
recognize as fundamentally important. The most vital asset to any
company is its salespeople. Not the technology they use, nor the
products they sell, but the people they forge relations with, and
how they do so in an ever-changing world. Salespeople need to
transform constantly, to remain the competitive advantage for
themselves and their companies. I challenge the reader not to keep
returning to this guide on personal change. Comprehensive
references all for the curious to continue to develop knowledge on
change and keep learning. Grant expertly points out that change is
a 'messy process,' and this book lifts the 'learning fog' that
envelopes us when trying to change ourselves."
*Andrew Hough, Founder, Institute of Sales Professionals; Sales
Researcher, Cranfield University*
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