Salespeople are not known for rapid change. In fact, infrequent evolution — bordering on rigidity — has been a staple of sales force processes and structures.
Building a More Adaptable Sales Force
Four practices to help organizations evolve.
June 06, 2022
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Summary.
Compared with other business functions, sales has a tendency to be less adaptable. At many companies, sales process remain the same for long periods of time. Now, as digitization changes the way many customers buy, sales teams need to evolve continuously. Four practices can help with this shift: Anticipate where customers are going, redeploy resources to match customer behavior, shift emphasis from closing sales to helping customers realize value, and embracing agile decision-making.