For many managers, aligning the sales force around a consistently practiced sales methodology is a top priority, and a notoriously difficult implementation challenge. Surprising new research suggests that it may also be a fool’s errand.
Modern sales forces require more agile salespeople, adaptable to varied buying preferences and fast-changing customers. Little wonder then that the best salespeople in these organizations ignore methodologies that over simply selling interactions, ignore the full range of buying and selling contexts, and offer little insight into winning strategy (no matter how vigorously management tries to implement them).
In this provocative session, Leff Bonney explodes the conventional wisdom pervasive in sales management, while sharing a simple approach sales leaders can use to promote sales force agility, adaptiveness, and effective decision making.