Grant Van Ulbrich is Global Director of Sales Transformation at Royal Caribbean Group, based in London, UK. He holds an MSc in Professional Practice in Leading Sales Transformation from Consalia Sales Business School and Middlesex University and a Doctorate of Professional Studies with a focus in Sales Transformation from Middlesex University. He is Founding Fellow of the the Institute of Sales Professionals, formerly known as the Association of Professional Sales. His work has been published in The Journal of Sales Transformation, The Change Management Review and featured by the the Institute of Sales Professionals, The Oxford Review, Consalia Sales Business School and the Sales Educator's Academy.

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