Sales teams that don’t adapt, don’t sell

Recently I provided sales performance coaching to the owner of a skin care company with an unusual product line that targeted people with sensitive skin and athletes. Within 90 days I taught her to focus on understanding personality styles, nonverbal and verbal cues, and other sales methods which led to a 45 percent sales increase. Not bad for a short amount of time.

What this business owner didn’t understand before the coaching was that people’s buying habits and needs have changed since 2008 because of some of the worst economic times we’ve seen in 100 years.

What we use to get away with in sales and management before 2008 is not effective now and will not be effective in the coming years.
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