Sales trend 9 from our 12 Sales Trends Report for 2017 explores how salespeople can navigate the difficult situation of being in a complex sales environment and the need to simplify things for their clients.

Salespeople traditionally find themselves in conflicting spaces. A classic situation is the challenge to bring the diverging interests of clients (e.g. lower prices, discounts) and the organisations these salespeople are representing (higher prices, better margins) together. In that capacity, they have to be skilled as mediators, translators, and problem solvers.

Currently, a very different polarity is demanding attention from salespeople as well as sales managers …