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SALES TRAINING


How to Build an Agile Sales Force MICHELLE VAZZANA


Webster’s definition of “agile” is “having a quick, resourceful, and adaptable character.” To be agile is to have the ability to adapt individual behavior based on the situation the person is facing. Individuals who are agile read the situation, use the in- formation they uncover to choose the best course of action, execute that ac- tion, monitor changes in the situation, and adjust their actions as needed.


Agility is cyclical and involves making good decisions, act- ing on those decisions, determining the impact of those actions, and beginning the decision-making process again. The quality of the decisions impacts both the quality and efficacy of the individual actions taken.


38 | JULY/AUGUST 2021 SELLING POWER © 2021 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


DO SALESPEOPLE NEED TO BE AGILE IN THE SALES APPROACH THEY USE? Research by the Florida State University Sales Institute (and further validated by VantagePoint) identified that top-performing sellers choose their sales approach based on the buying situation they are facing. Average and low performers use the same sales approach regardless of the buying situation – for example, a consultative selling approach or disruptive approach (Challenger) in all selling situations. High-performing salespeople understand that agility is the secret to success.


AND THEN, HOW DO YOU TRAIN SALES AGILITY? Selling with agility involves 1. Assessing the situation: Drawing a picture of the buyer using a deep understanding of the buying factors that matter most.


2. Choosing the best sales approach: Aligning the buy- ing situation with the sales objectives and the most impactful sales tactics.


3. Executing those tactics: Acting with effectiveness and efficiency while assessing buyer reaction and deter- mining if a new choice needs to be made.


VANTAGEPOINT’S APPROACH TO SALES AGILITY Assessment is the foundation of sales agility, and salespeople often short-change or overlook it. Let’s face it: Most sales


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