Strategy creates your Opportunities which drives your Actions that deliver the Results | Changes in Seasons and the Sales Environment

March 2017 | Changes in Seasons and the Sales Environment

Change is all around so that is the focus of this month’s newsletter. As we enter March, we can see changes in weather, ecology, and hours of daylight that represent a transition from one season to the next. For the Northern Hemisphere, this is the move from winter to spring. For the Southern Hemisphere, this is the move from summer to autumn. For both hemispheres, there are continuing changes in the sales environment.

Changes in the sales environment

Changes in the sales environment was a focus at recent meetings of the Sales Leadership Community:

  • The Atlanta Chapter meeting on February 3rd included a panel discussion on “How Sales Leaders Are Addressing Changes in Customer Buying Behavior.” Learn more and listen to the recordings here.
  • The Chicago Chapter meeting on February 17th included a panel discussion on “How to Attract, Retain and Develop the Right Talent for Your Sales Organization.” Learn more and listen to the recordings here.
Effective sales transformation

In response to these changes, sales organizations are going through transformations. Check out this post on the key elements to effective sales transformation that covers the topics of effectiveness, enablement, strategy, alignment, talent management, and operations.

Leading a Successful Sales Transformation

Another resource to help is our book, Change Velocity: The Secret to Leading a Successful Sales Transformation. Learn more about the book here.

Looking ahead in 2017

Looking ahead in 2017, here are some upcoming events of interest:

  • We’ll be leading a session jointly with one of our clients this week at SAMA’s 2017 Pan-European Conference in Prague. The session focuses on how they accelerated growth through a transformational account management strategy. Learn more here.
  • Atlanta will have their next meeting on April 21st. The topic for the panel discussion is “How to Attract, Develop and Retain the Right Sales Talent.” Learn more and register here.
  • Chicago will have their next meeting on May 19th. The topic for the panel discussion is “How Sales Leaders Are Addressing Changing Customer Buying Behavior.” Learn more and register here.
  • We’ll be leading a session jointly with one of our clients at SAMA’s 2017 Annual Conference in National Harbor, Maryland (USA). The session focuses on how they accelerated growth through a transformational account management strategy. Learn more here.

Remember, your Strategy creates your Opportunities which drives your Actions that deliver the Results.

Best wishes for continued success in the new sales year.

All the best,

Charlie Thackston | President | SOAR Performance Group