Current market conditions are fraught with change, that’s a given. But the conventional wisdom about that change is often misleading and not supported by empirical data. Managers must separate fact from hype to avoid making decisions based on faulty assumptions, or risk falling behind those with a keener grasp of the current selling environment.
Based on his forthcoming book, Sales Management That Works: How to Sell in a World that Never Stops Changing, Harvard Business School professor Frank Cespedes offers essential sales strategies for a world that never stops changing. His no-nonsense approach offers sales leaders the tools they need to separate the signal from the noise.
Developing Agile Sales Managers
In order to scale, sales forces must adopt a consistent, repeatable sales processes. But in doing so managers often overemphasize a single methodology, stifling variation. This hobbles the sales organization’s ability to adapt when buyers, markets, or selling environments change.
Sales organizations must instead embrace more flexible methodologies, and equip managers to lead agile sales forces capable of adapting
