The business landscape has become increasingly complex and unpredictable, with a multitude of factors affecting the sales process. Sales professionals must navigate this turbulent environment with agility and adaptability, finding new ways to engage customers and close deals despite the numerous obstacles in their path. While the road ahead is uncertain, these sales teams are embracing the challenge with a spirit of innovation and determination.

1. Supply chain issues are delaying deliveries.
2. Price increases are squeezing margins.
3. Inventory Overstock and slowing churns are affecting profitability levels
4. Inflation is pinching budgets.
5. Shifting regulations and political instability are introducing fresh rounds of uncertainty, making buyers more cautious which is affecting purchasing, which is affecting churn rates… and inventory levels… it goes around and around…

So yes, the sales rep’s job is getting harder at every level.. manufacturer, supplier, contractor…. Everyone has to do a better job. They need to know how to delve deeper, sell better, and achieve faster sales results.  What does that mean?  It means no more winging it.

It means:

1. Having a solid foundation of the selling processes. Those who do sell earn 28% more than those who do not (HBR) yet 69% of salespeople do not use a sales process. (Selling Power)
2. The percentage of salespeople hitting their quotas has dropped from 63 to 5% in the past six years. (CSO Insight World Class Sales)
3. It means being strategic when you make your sales calls – moving the sale forward, not just talking features and benefits on a line card. Yet 60% of sales calls are ineffective. (Selling Power)
4. It means being more productive and efficient with your time, yet sales reps only spend 39% of their time selling. (HBR)