As an industry expert in the material handling industry as well as a global expert in sales force performance analysis and selection, Growth Dynamics .. Read more has been researching the changes in sales and sales complexity for over 15 years. We have seen the significant growth in the complexity of sales occurring over the past 5 years, far before the onset of Covid-19. Although, recent GDI studies show the impact of the Pandemic has pushed the technology evolution in sales ahead 3-5 years and many sales teams, including sales leaders, are simply struggling to adapt to new customer buying habits, technology requirements, digital selling, and limited access to current and/or new customers. 2020 GDI research shows that 64% of today’s manufacturers and distributors are changing how they go to market – redefining the “role” of sales (field and internal) and many leaders are struggling to define how they will lead, develop, hire and build the right sales organization. GDI studies show many of today’s sales organizations are comprised of highly experienced, long-standing sales professionals with significant knowledge and expertise people you want to keep, although, many are struggling to adapt to advances in technology, the changing customer environment, and develop a sales process that helps them effectively target and develop new business, while supporting and retaining existing customers. This is THE question for today and today’s sales team MUST have new ways to develop new business, engage current customers, and build pipeline for the future.
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