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Are Your Sales People “Organizationally Nimble?”

May 31, 2019

When we talk about critical skills and competencies of great B2B sales people, one seldom hears about organizational nimbleness or ability. Increasingly, however, this capability is critical for sales success.

Organizational nimbleness is the ability to understand how organizations work and to navigate them to get things done.

There’s a lot of evidence that shows the importance of this skill:

  • More people are involved in the consensus decision-making process. Over the past 5 years, we’ve gone from 5.4 to 10.2 according to Gartner. Still more are involved, indirectly, in influencing the decisions the buying team makes.

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