Every year Barrett releases our Annual 12 Sales Trends Report and the theme for 2014 is ‘The Thinking Sales Organisation’. Why this title? Well given the unprecedented changes we are experiencing as a result of the digital revolution and the commoditisation of quality we can no longer manage sales by processes and numbers alone – it’s become a thinking person’s game.
Sales operations are complex systems that involve many variable outcomes making it almost impossible to predict, with any degree of certainty, what will happen. Put something into a complex system and you are not sure what will come out at the other end. Nothing in sales has ever been predictable. Now, with rampant change, that unpredictability has increased in pace and impact. That is why this Sales Trends report focuses on a number of important variables that will impact the success or otherwise of sales operations in 2014.
To have a highly effective sales operation we have to move away from a ‘Point Solution’ mentality too. Sales leaders, the executive and their respective teams all have take into account the many parts that drive the success of their sales operations. They need to evolve to a Thinking Sales Organisation where people are taught how to think not just what to think.
See which sales trends will have the greatest impact on your sales operations in 2014.