Restructuring the Sales Organisation

To say that the world of sales has changed since 2020 would be an understatement. In fact, the pre-pandemic selling landscape had undergone a radical shift, dating back to the early 2000s, driven by five key factors:

• Increasing and intensified competition from non-traditional competitors offering alternative solutions to your customers.• A competitive landscape no• The rise of the Internet altered buying behaviour by affording customers the ability to conduct their own research on solutions, placing them on parity with sellers.• Increasing commoditisation where multiple options with low perceived value led to lowest price as the de facto differentiator.• A growing number of stakeholders where any single person can say ‘no,’ but group consensus is required for a ‘yes.’