COVER STORY


hiring freezes and layoffs, for example—you may, in fact, reduce expenses. But you won’t know if that is really what you need until you look at the big picture. As you evaluate your mission and your strategy, remember that your goals are to establish processes and consistency with flexibility, given the world we live in.


SHIFT YOUR MINDSET Once you’re there, you can get granular. This is the time to reevaluate your processes and your staff. Look at the ways in which your team


approaches prospective customers. Today’s purchasing groups are larger than ever. Sellers must engage more stakeholders and these buyers are not necessarily professional procurement leaders or decision-makers. Their process is not always clearly defined or linear. And, they have their own uncertainty and economic pressures to face.


It makes sense to encourage your salespeople to embrace a mind shift. They are helping customers solve problems—including some of that uncertainty. As they position themselves as partners, prospective customers will appreciate the solutions they provide. Sellers can gain the agility they need to


face the unknown with training on-demand and information available in the flow of work, supported by a modern sales enablement tech stack. Forget the days of product information only being available during a training session.


They need to be able access those materials


on-the-go from their mobile devices, 24-7. The right sales-training program positions


sellers to be successful with today’s B2B buyers who spend more time doing their own research and less time engaging with a sales team. Buyers can search and download PDFs from the Internet on their own, so sellers need to be armed with agile content, enabling them to anticipate and meet buyers’ immediate needs. Sales and marketing teams must work together to develop and distribute this agile content. If marketing doesn’t create collateral that fills the sales force’s needs, sellers will use time and resources to make their own. In the article on Getting Sellers Engaged, reps report that they are significantly more likely to use collateral when they learn about it from a high-performing peer, as opposed to a sales leader or marketer.


DON’T STOP No matter what 2023 brings our way, the expertise in the following pages will help you pack your suitcase with both ski gloves and swim goggles. You’ll gain insight on how to build an adaptive team in uncertain times, with details on coaching sellers and understanding buyers. It is guaranteed that neither life nor the economy will be static, so commitment to continuous improvement is essential to success. That way you’ll always be innovating, always be honing your corporate resilience. 


6 | SPECIAL EDITION 2023 SELLING POWER | ALLEGO.COM © 2023 SELLING POWER.


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