“ AS A SALES LEADER, HOW MUCH TIME SHOULD I SPEND THINKING?” Think Time The Foundation for Sales Leaders to Realise Their True Potential
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HIS CHALLENGE was offered to a group of business and sales leaders by Sir Graeme Lamb, KBE, CMG, DSO, former Lieutenant General in the British Army at Global Sales Transformation event held recently by Consalia. You will have your own unique response. Sir Graeme stunned our audience by stating that he routinely spent 1/3 of his time reflecting, or “white wall staring” as he called it. This article sets-out why thinking time matters for sales leaders.
Think Time
By Ian Helps, Director Consalia Ltd
Sales is faced with unprecedented change in the ways that customers buy. The first major trend was the professionalisation of procurement. The second trend was the empowerment of all purchasers through ubiquitous availability of information on the internet. The third and current trend is the desire of customers to enter genuine co-creating partnerships with suppliers that “get it”. The third trend is particularly problematic for most of today’s corporations, as it challenges the very foundations on which sales organisa
25.10.2012