By Tibor Shanto
I think it was in Skip Miller’s book that I read that a manager should know how his year will end by the Q1. Not taking anything away from that great insight and practice in terms of creating and driving strategy for your teams, one key factor has changed, which may you be the judge, change time horizons for front line reps, and by extension, their managers, and all the calculations this impacts.
The Change
The big change, is as you would expect, is driven by buyer behaviour, and since the buyer pays the commissions, it is important that we adjust our calculations and actions. Buying cycles have expanded more than measurably. As highlighted in a piece on LinkedIn, based on research by the then CEB, while there is no shortage of information available to buyers, value as a salesperson now is in providing context, insight and confidence in moving forward.
