High performers of all types—from highly trained military operators to elite athletes to world-class surgeons—share one common trait: situational adaptability. These people all observe a variety of data points, rapidly synthesize that information into recognizable patterns, and execute the correct response for the situation they are facing. More importantly, they recognize that each situation is unique, so they don’t just “tweak” what has worked before.
A salesperson’s ability to identify key situational factors and use them to execute the right selling actions in the right situations will greatly influence how often he or she wins or loses the deal. To master this skill, salespeople must first identify the factors that reliably characterize the situation.
About The Author
Ralph is a partner with The Brevet Group, and for 20 years he has led sales performance teams in the United States and Asia. Recently he also served as a sales leader in both the media and technology industries. Ralph’s work has focused on a unique blend of management consulting and sales enablement to help companies execute their sales strategies. Prior to this role, Ralph was the APAC sales effectiveness leader at Mercer.