The B2B buying landscape is increasingly reflecting the 24/7 consumer world. Customers expect speed and accuracy as well as digital and in-person touch points. While this ongoing trend has already forced B2B companies to rethink their sales model, the COVID-19 pandemic is likely to accelerate this. Sales situations change dramatically, requiring rapid customer responsiveness, while both sellers and buyers get accustomed to remote and digital interactions.
In response to changing buying preferences, sales organizations have started moving to become more agile. Misunderstandings about what agile is, however, persist. “Agile” does not just mean putting in place iterative, test-and-learn working practices. It means putting in place a new operating model, built around the customer and supported by the right processes and governance.
Underpinning and enabling the dynamic, fast pace of agile sales teams are the stable practices that provide the structure within which agile teams can operate quickly and effectively. This is the difference between acting agile and being agile having an operating model that provides stability while allowing sales teams to pursue growth opportunities.
• Common aspiration across the sales organization
• Network of empowered sales teams (supported by digital capabilities)
• Rapid decisions and dynamic pipeline management
• Dynamic people support to foster customer- centric sales capabilities
• Next-generation-enabling technology
Tool: Sales Assessment to match your profile with your typical customers profiles
Applied Learning Coach, Facilitator, Motivator and Author
Sanjay J. Dhebar is a highly-rated faculty member with the Schulich Executive Education Centre,
Schulich School of Business, York University for over a decade. Sanjay’s teaching focus includes
sales, marketing, and strategy. He coaches and develops senior leaders in organizations including Four Seasons Hotel, Siemens, Hoffman La Roche, TD Bank, NN Group, Mercedes Benz, Samsung, Teva, and Sick Kids Hospital. In 2018, Sanjay published his first book: Tool box for Performance Driven Leaders.
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