SALES LEADERSHIP: GROWTH ENVIRONMENT

The changes in business environment are a driving factor for sales leadership executives, the impact of the global economic downturn, and its effects on customers and the competitive environment. Customers are not only reducing expenditures, but are also changing their decision-making for purchasing—including the reasons for and methods of purchasing—directly impacting the sales function. This has created a need for Sales to re-evaluate how it identifies and qualifies high-potential leads, responds to competitor discounting, and shifts to a more consultative solutions-selling approach. To accomplish these changes, Sales needs to increase the effectiveness of its collaboration with Marketing.