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#SalesDiscernment Transforms Companies
To understand #salesdiscernment, you must appreciate sales – the broader context into which sales strategy fits. A resource-based activity negotiated by human and circumstantial factors, sales strategy is a continuous process of tactics and countertactics where opposing organizations are always trying to impose their respective opinion on one another.
This ultimate test of ideas takes place on multiple levels. On the physical aspect, it is a test of company reputation, technology/solution offering, quality of people and ability to respond. At the psychological aspect, it involves intangibles such as innovative approaches, leadership, and courage to do something different. At the analytical aspect, it challenges the ability of the sales team to assess complex sales situations, make effective decisions, communicate their choices through highly distributed information systems to widely dispersed people and formulate tactically superior plans to implement those decisions.
Because of the interaction of the different aspects occurring at the same time, it is no wonder that a competitive sales environment can rarely be controlled. There are more obstacles to overcome that complicate this environment, such as a lack of planning or coordination, the independent nature of human will or even mere chance. Uncertainty about the competition intentions and capabilities cloud decision makers’ judgment and prohibit the optimal deployment of resources. Sales teams must continuously adapt to these changing conditions and actively seek to shape emerging events.
Today’s sales organizations must operate with a proven methodology to ensure that plans will not go awry, instructions and information will be precise and not misinterpreted, communication will not break down, and mistakes and unforeseen events will not be commonplace.
Quite simply, the disorder can be embraced as a competitive advantage if the sales organization can discern properly.
FHS Associates has a proven methodology called S-R-Squared which assist sales organizations to take advantage of #SalesDiscernment and improve its revenue growth. For more information on how to take advantage of S-R-Squared go to www.fhs.associates and schedule a discussion.
