Growth-focused sales organizations are quick to embrace process and methodology. These make selling activity efficient and consistent, but can also make sales organizations poorly equipped to manage uncertainty or change. As so many firms learned over the past several years, successful sales forces must anticipate uncertainty and adapt to changing circumstances.
This session describes how leading sales organizations actively cultivate adaptiveness and salesperson agility. It makes a forceful argument for avoiding single methodologies in favor of equipping sellers with a more diverse skill set, and, using research, demonstrates the productivity and performance advantages that accrue to agile sales forces.
Workshops, Panels, and Keynotes