This groundbreaking book addresses how to coach sales trainers to adapt the competencies and roles of agility training. The author explores the new world of buying that is community to community rather than buyer to seller and reveals how to overcome common barriers to achieve success. The book explores how to become sensitive to sales conditions that are minor fluctuations but may create disruptions later. It also maps out an agility strategy which focuses on the ability of the sales force to respond to changes in proper ways and in due time; and ability of the sales force to exploit changes and take advantage of them as opportunities.
Keywords: The new world of buying, The sales funnel is dead, community to community, not buyer to seller, Sales Chaos Theory, The Butterfly Effect, sensitivity to conditions, responding to minor fluctuations that create disruptions later, understanding and responding to deals that shift, surfing the chaos, agility selling, Training and coaching agility training, understanding and responding to frustrations in the new business reality, developing sales competencies, developing sales expertise, developing sales roles, delivering sales training, assessing organizational readiness