Virtually all organizations see significant changes in the markets and buyers they serve. These changes were increasing in both magnitude and speed before the pandemic, and its impact compounded the disruption already experienced by many. In response, firms are apt to change strategy, value positioning, product offerings, or go-to-market approaches (among a wide range of other things). But these efforts overlook a crucial determinant of successful adaption: the sales force.
More specifically, firms fail to consider how effectively salespeople themselves adapt to shifting selling contexts. New research conducted by VantagePoint Performance highlights characteristics essential to successful sales force adaptation – characteristics that encompass situational fluency, the ability to apply the best sales strategy from a range of alternatives, and the abandonment of inflexible single-methodology approaches. The research shows the most successful sales organizations shifting to emphasize “agility” as their guiding principle.
In this session, VantagePoint Performance’s Michelle Vazzana details the research and its implications for sales leadership, including the steps organizations can take to elevate sales force agility, and support agile sellers with enablement and training approaches.
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