List of Figures and TablesAbout the AuthorForeword by Philip SquireAcknowledgmentsSection - 00: Introduction:Sales transformation, sales management, andchange management and the importance of learning how to manage personalchangeSection - 01: Four popular change models: Lewin's Change Theory, Kotter'sEight-Stage Change Model, and Hiatt's ADKAR Change Model, McKinsey's 7-SChange ModelSection - 02: Four more: Kübler-Ross 5 Stages of Grief, SARA Curve, Conner'sPositive Change Curve, Conner's Negative Response Change ModelSection - 03: Changes to buying and sellingSection - 04: Focusing on individualsSection - 05: The personal change management model: SCARED SO WHATSection - 06: Discovering emotions and actions using SCAREDSection - 07: The gap between decision and actionSection - 08: Creating a SO WHAT planSection - 09: What's next?Section - 10: ConclusionSection - 00: AppendicesSection - 00: ReferencesSection - 00: Index