by Leisa Mohler-Erickson
Partner, Advantage Performance Group
Leveraging the New “Seascape”
Agile sales organizations have opportunities to accelerate top-line revenue growth via a renewed commitment to re-engaging, re-tooling, and reengineering their sales teams. “Back to basics” strategies are akin to rearranging the deck chairs on the Titanic — a losing proposition to effectively leapfrog the competition.
New skill sets are requisite for sellers to create meaningful business impact within customer organizations that now leverage cross-functional buying committees who demand a demonstrable return on investment.