The 2019 calendar year (and for many, the fiscal year) is coming to an end. Looking to 2020, we are conscious of the fact that sales executives may be facing a more uncertain selling environment. Impending elections and policy decisions around the world have some countries and sectors slowing down, and there is a bit of a question as to how it will all work out. That being said, sales has never been – and will never be – easy. So what should a sales leader do to get ready for next year?
Culling through the year’s findings, insights and 125+ published research assets, we found several initiatives that should top the list for sales executives’ attention and commitment in 2020:
1. Pinpoint the strengths and weaknesses in your sales system.
One of the more interesting findings, detailed in our 2019 World-Class Sales Practices Study, was an inconsistency among the operational metrics
