SALES PERFORMANCE


How to Bring Agility into Your Sales Methodology BEN TAYLOR


Selling needs a reset. The burden of more tools, programs, and CRM systems is burying sales professionals and slowing their momentum. Meanwhile, the customer is moving on. To win, salespeople need an agile approach.


With agility, the seller can flex as the circumstances change surrounding the sale. This adaptability contrasts with most sales methodologies, which have been built around a legacy framework consisting of retrofitted pieces. The result is a rigid approach


to a dynamic challenge. This discon- nect has never been more apparent than it is today because the custom- er’s world is changing quarterly – and sellers need to change with it. The benefits of an agile method are not just intuitive; they are proven. Re-


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searchers at Harvard University and the University of Pennsylvania con- ducted a 20-year longitudinal study and concluded that rigid processes come at the expense of “exploratory innovation required for adaptation as environments change.” Put simply, a focus on a fixed framework means missing opportunities for growth. Despite the benefits of agility in sales, few selling organizations have embraced this approach. Why? Per- haps the answer is that (for most) the word “agility” is vague and abstract. It is difficult to apply a broad concept like agility to a sales methodology.


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