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The Truth about Sales Agility: Separating Fact from Fiction

The Truth about Sales Agility: Separating Fact from Fiction

Every sales organization wants their sales force to be agile.

Why? Because the world is rapidly changing, becoming more complex, and making the salesperson’s job harder.

Organizational leaders are unsure of how to equip sellers to succeed in this new reality. 

In response to these changes, sales training companies are espousing the merits of ensuring that sellers and sales managers are situationally fluent. But what does that mean? As usual, confusion abounds in the marketplace and buyers are being misled.

Recent research uncovered that the most successful and adaptable salespeople and sales managers are agile, they don’t use a single sales approach, and they select their approach based on the buying situation they face.


Although these findings are revolutionary and fly in the face of conventional wisdom regarding a single standardized sales approach, it is important not to jump into the deep end without the proper preparation.


In this rich and research-based session, Dr. Michelle Vazzana will explain both the robust research findings on high-performing agile sellers and sales managers, and she will also share the interim steps organizations can take to transform their salesforce.

Discussion topics

  • A thorough understanding of the most innovative research findings regarding sales agility

  • Implications for your sales / sales enablement journey

  • A practical path to sales agility that builds upon the good work you’ve already done to equip your sellers

  • How the buyer of today is impacting the enablement of the sales force of the future

Key Takeaways

  • Agile Development does not equal sales agility

  • The buying journey is a piece of the agility puzzle, not the entire puzzle

  • Consultative Selling is foundational to other forms of agility

  • Agility can be trained

Resources