It’s no surprise that sales strategies are having to pivot to meet the changing demands and context of the current market. This is nothing new – adaptability and flexibility have always been key to sales success. However, it’s the speed of market change that is causing such a headache. Whereas before, companies might be adapting on a quarterly basis, recent events have demanded an acceleration of this process, requiring an even higher degree of agility.
The challenge
In 2020, businesses faced unprecedented challenges. The global pandemic forced many organizations to rapidly transition to remote work, disrupting traditional sales dynamics. Additionally, economic uncertainty made customers more cautious in their purchasing decisions, requiring sales teams to rethink their strategies to remain effective in an evolving market.
“In good times, SMBs can afford to devote some of their time and resources to landing huge accounts. However, in the new normal, modest-sized businesses need to optimize the velocity of their cash flows, rather than their average deal size.”
John Greathouse
The solution implemented by Mercuri – an in-depth and wide analysis
To address these challenges, Mercuri International conducted an in-depth study across various industries, including finance, pharmaceuticals, construction, and consumer goods. The research engaged C-level executives, sales leaders, HR, and training professionals to understand how companies were adapting their sales training strategies to equip their teams with the right tools for success.
If you want to learn more about the survey’s results, read here.
The outcome
With these insights, Mercuri International designed targeted training programs that enabled businesses to effectively adapt to new challenges. By focusing on key skills such as remote selling and relationship management in virtual environments, organizations maintained productivity and effectively responded to customer needs despite the difficulties posed by the pandemic and economic uncertainty.
Conclusion
Discover how our solutions have helped successful companies achieve their goals. Read our success stories to see real examples of how our strategies made a difference. Find inspiration for your business!
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