A New Role for Sales
The 2012 New York Regional Forum took place on April 25 and 26. Attended by more than 40 sales leaders from a variety of industries, the event was a resounding success.
2012 Theme: A New Role for Sales
2012 brings a new set of rules for sales. After the 2008 recession, buying practices changed. Companies are more cautious. They demand more value. Critical buying decisions are now:
- Elevated… old relationships are no longer dependable as higher level executives enter the decision process
- Elongated… decision making by committee is the norm, and sales cycles extend as a result
- Complicated… price quotes and service descriptions need to be reinforced with detailed assessments of cost savings and revenue impact
To exceed these new expectations and separate from the competition, leading companies are building a sales function that creates insight, delivers value and fosters loyalty….powered by sales teams with exceptional talent and capability.
How? By transforming the building blocks of sales excellence—-talent, coverage, metrics, and sales compensation—to support a sales mission that places the seller at the very core of growth strategy. A New Role for Sales.
You know there are new rules – now you need to explore bold solutions