Is your sales management still leading by structured procedure? Does it work or are you experiencing business nightmares?
Most of us have set sales as a structured process in order to be more efficient, particularly when managing a wide number of sales reps or to get under control and make predictable the most unpredictable stage of the business. All of us have set KPI criteria and metrics to foresee ahead and make our forecasts more reliable.
As Zygmunt Bauman has correctly pointed out, we are living in a “Liquid Modernity” and it affects many of our habits. We need to shift many process and structured procedures to create a new approach in a changed era.
Brent Adamson, Matthew Dixon and Nicholas Toman figured out very well on Harvard Business Review (Nov. 2013) the real meaning of overpassing the sales process to embrace flexibility, judgment and focusing on results which are the main skills who works todays in sales...
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