Salespeople everywhere are faced with demands to meet increasingly high quotas in the face of growing market complexity and relentless financial pressure. There is also more competitors with Me2 products –just as good as brand names–, and an increased pressure on margins with buyers reluctant to make early commitments. Salespeople are facing demands like they never had before.
Current research from the Behaviour & Economic Research team at NAB¹ states that forward orders (in 2014) were very patchy for both big businesses and SMEs, making it very hard to forecast sales and manage pipelines. This only confirms the reticence of buyers to commit to purchase, which is felt by sales teams all around.
Buying patterns have indeed changed making getting and winning sales that much … read more by subscribing.
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