Year on year, sales leaders are being asked to achieve improved results with fewer resources or, at least, more from the same. To most, the attainment of a permanent increase in sales revenues must seem like the search for eternal youth; unending and, ultimately, unavailing.
Unfortunately, the task of selling never becomes any easier and as competition continues to intensify, sales people will face issues that can be extremely difficult to deal with e.g. decreased product uniqueness, increased competition within ‘safe’ markets, longer sales cycles and shorter product life spans.
The reality is that whatever got you where you are today will not be sufficient to keep you there. A rapidly changing environment is the regular background against which organizations must develop.
Change is continuous and will become more rapid as we move forward over time. Sales management must be capable of reacting to those changes, be prepared to take advantage of them and yet stay within the overall framework of a formalized strategy.
Getting more for less or more from the same level of resources, is our simple definition of efficiency and during this latest Roundtable, the panel will share their combined wisdom and offer advice to assist you in surging into 2020 rather lamely strolling in.