“Look at every change, look out every window and ask ‘Could this be an opportunity?’” — Peter Drucker
In recent weeks, one of the observations I’ve heard from sales managers is that there are a lot of A players out there and a lot C players or underperformers but no sales people in the middle ground. Why the shortage of B players in the industry? I think the reason is that better quality sales people are more likely to take advantage of these changing and challenging times. How well has your sales staff adapted to change?