By Carsten Leth Hansen, Senior Consultant, People & Performance A/S
The financial crisis not only meant a market with less activity, it also changed the purchasing habits in many respects.
A crisis can lead to good things. In a lot of companies it has meant that the possibility for rationalising non-productive activities has been examined in order to improve the bottom line. The result is that several investments and purchases have been moved from local l to central departments.
Break the routine
It is hard to convince central decision-makers with arguments about tradition and habit. They want to know: “How will you offer a positive contribution to our company?” and “How will you add value to our business?” It is, unfortunately, our experience that a lot of salespeople do not see themselves ready to meet the challenges facing them at higher levels of the organisational hierarchy. So they continue visiting their old contacts while their competitors are signing new contracts with the executives.
For further information about value selling, please contact Carsten Leth Hansen.