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How can sales leaders create an environment that embraces change and allows sales representatives to evolve and gain success for themselves and the business?
Today, it’s no longer simply about change. It’s a given that things change. Today, it’s all about how fast you can change. In sales, working at the speed of change is no longer an option. Those that don’t, quickly become irrelevant and replaceable.
Change is the one constant throughout history, and it is responsible for innovation, learning, exploration, and discovery. Your life is a series of changes, from crawling to walking and driving, and from cooing to talking and texting. And, the one thing these changes have in common is that we can’t control them. No one would have imagined the potential demise of movie theaters, music stores, shopping malls, and taxi cabs, among other things, would have happened so quickly and thoroughly.
So how do managers create an environment that welcomes and rewards change? Consider these precepts.
Working at the speed of change is not an option. Unless you and your business can adapt, you will be left behind. After all, most businesses don’t suffer from a lack of new ideas that drive change, they suffer from underutilizing those ideas or failing to work at the speed of change.
Richard F. Libin is the author of the book, Who Stopped the Sale? and president of APB-Automotive Profit Builders, Inc., a firm with more than 43 years experience working with both sales and service on customer satisfaction and maximizing gross profits through personnel development and technology. He can be reached at rlibin@apb.cc or 508-626-9200 or www.apb.cc. (www.whostoppedthesale.com)
Richard F. Libin is the author of the book, Who Stopped the Sale? and president of APB-Automotive Profit Builders, Inc., a firm with more than 43 years experience working with both sales and service on customer satisfaction and maximizing gross profits through personnel development and technology. He can be reached at rlibin@apb.cc or 508-626-9200 or www.apb.cc. (www.whostoppedthesale.com)
More than 360,000 sales pros build their skills with Sales Gravy each week!