Learning #1: Sales (revenue generation) is THE LIFEBLOOD of every company. It is the engine and fuel.

Learning #2: Many B2B companies fail because their leadership has not prioritized this critical function.

Learning #3: Debt and investment money are neither organic nor enduring growth strategies.

Learning #4: Until recently, technology has (ironically) atrophied sales effectiveness.

Learning #5: Many B2B organizations have developed an unconscious (collective) "anti-sales" mindset.

Let's get real, prior to the pandemic, sales teams were riding the gravy train. Selling conditions were, for the most part, not that challenging. More accurately, few business-to-business offerings required true selling skills.

Sales teams were/have been (mostly) filled with glorified order takers and many "Leaders", continue to accept mediocrity, in an attempt to avoid being "salesy"... whatever that means.

Despite that, during this period, sales effectiveness numbers tracked a 50%+ failure rate for "modern" sales teams (e.g. 5+ out of 10 reps never met their expected sales production numbers).

During the pandemic, B2B sales teams were forced to further integrate digital technologies into their sales processes. As Virtual Selling gained traction, sales under-performance got worse. The result: Sales Technology has atrophied many sales team's priorities, skills, mindsets and, ultimately, their results.

AND NOW, enter the current economic conditions.

Inflation, increased interest rates, supply chain issues, quiet quitters, rising wages, artificial intelligence… these are but a few of the many challenging conditions organizing on the horizon.

The main question Sales Leaders absolutely need the answer to is: Can (or better yet, will) your Sales Team "weather the storm"?

Will they survive?

OR, Will they thrive?

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