There is always pressure in sales. The key to performing well in tough sales environments is to have a great sales structure and to execute that structure skilfully, irrespective of the challenges in front of you. The customer decides, not you. So that part is out of your control. But the way you engage, your process, is within your control, and it’s helpful to focus on that.
As markets become more commoditised, margins get squeezed and copy-cat products spring up, it’s ever-more important to focus on the thing that really can make you stand out – great service.
Great organisations select and develop the right people to manage their teams. It is critical that they are equipped to deal with the challenges that will inevitably come their way.
Whether it’s new arrivals in your organisation, potential high flyers or simply a cross section of talent from different parts of the business, if your people can take responsibility for their own performance, and get a sense of the building blocks of performance, then the benefits will flow.