The world, more specifically the human world, is changing and moving at lightning speed, adapting and evolving, and getting more complex by the day, to the point where it is becoming too overwhelming for many. Just when we need to be able to really think about and manage complexity, there is a flight to the simplistic to just cope with the day to day. Simple solutions, easy fixes are called for on a daily basis. Many people want a short list of bullet points to give them the answer to make a complex decision. However simplistic answers to complex problems do not work.
Or they go the other way looking to de-risk every nook and cranny by involving 25 people (slight exaggeration) in the decision making process or resorting to an overwhelming procurement process that is so risk adverse no one would meet the criteria which causes unending delays and extensions in the sales cycle that really affect pipeline management and forecasting which affects business confidence.
Couple this with an interesting international political scene and various country leaders offering a variety of leadership styles, some very dubious and others very progressive. We have an interesting mix, the likes of which we have not seen before.
Where to start? What to focus on? How do we keep our heads while everyone else is losing theirs?
It’s creating a clash of ideas, ideologies, of cultures. We are at a major point of change in human society.
The 2018 Sales Trends Report – Welcome to the State of Flux, seeks to highlight the changes in sales – buyers and sellers, sales cultures, sales leadership, sales strategies, and bring to the fore the core elements that we need to drive better and more sustainable performance and highly functional sales team.
All of these elements and others are now coming together now, converging and bursting right in front of us.
Let’s not be the ones who let them take us by surprise leaving us scrambling trying to get a sure footing.