A healthy salesforce must be one of the most important factors for any company wanting to thrive in a VUCA world. Your salesforce are the worker bees of your company hive. They are the ones connecting to the industry, the ones who bring the pollen and nectar back to the hive to keep it producing honey. Your salesforce is the heart of your business. Often, as owners, managers and directors of companies, we make the mistake of thinking that our sales people are, like worker bees, born with the innate ability and inclination to sell – sales is in their nature. After all, most sales people are outgoing extroverts and have gregarious light-up-a-room personalities. And even though this may be true on the surface, the direct impact of a volatile, uncertain, complex and accelerated market-place is at its most intense in the space where your sales force spend their day – facing the VUCA world head-on. Empowering them with the skills to meet this challenge becomes a no-brainer. Another mistake we tend to make is to think that empowering our sales-force is a ra-ra-motivational affair. Motivation is important but developing a truly competent sales professional include one part motivation and nine parts knowledge. No sales professional will deny the fact that being a good salesman is an art but like all other forms of art, it is one that is based on science.  Open the door to that body of knowledge and your brand ambassadors will be a force to be reckoned with. In my article Boost your (Business) immunity to thrive in a VUCA world, I mention the fact that a sales person’s ability to become a strategic partner to their customer, is directly proportionate to quality sales training. Develop your sales team into competent sales professionals and your immunity to thrive in a VUCA world is multiplied tenfold.

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