I have been in sales for over 4 decades and I have seen more change in the last 10 years than the previous 30. In fact, I expect we have probably seen more change in the role of sales and how it is conducted in the last decade than in the last century.

Change is inevitable and it is happening at an accelerating rate. Staying abreast of the changes taking place, not just in the sales world, but across business generally is a daunting task and one that, I believe, is beyond most mortal salespeople and managers.

It is not the strongest who survive, but those most adaptable to change…Charles Darwin

We’re operating in the fastest changing technology and communications environment ever known and it has on-going significant impacts on how we are going about the business of selling – from finding prospects and new staff to sharing information and nurturing relationships. Sales managers cannot expect to be experts in each of the emerging technologies that are becoming part of everyday sales, but they do need to understand their application. They need to be at the forefront of what applications are being developed and how these can improve the way their team interacts with the market.
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