As a sales leader in the software industry for over 17 years, I frequently heard the phrase “this is a changing business environment.” Little did I realize how much change could occur in just 5 years. Change to me always represented opportunity as it drove new customer wants and needs. As with many sales leaders, this created the need to adapt the execution of my team’s sales strategies. This need for staying attune to the rapid rate of change and appropriately adapting the execution of your sales strategy sparked a lively conversation at a Sales Management Association (SMA) Chapter Meeting.
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