SALES PLAYS A PIVOTAL ROLE WHEN IT COMES TO MAINTAINING AND BOOSTING A COMPANY’S COMPETITIVENESS. DECISIONS OFTEN HAVE TO BE TAKEN UNDER PRESSURE AND ON AN UNCERTAIN BASIS – AND THE RESULTS USUALLY HAVE TO BE VISIBLE SOONER RATHER THAN LATER. IN THE CURRENT ENVIRONMENT, PLANNING HAS BECOME EVEN MORE DIFFICULT, WITH MANAGEMENT EXPERTISE ALL THE MORE IMPORTANT.

Leadership from a (geographic) distance, building customer relations online rather than face to face, complex negotiations and a high workload –

these are all demanding challenges for high-performance sales teams, requiring adjustments in strategies, processes and the sales set-up.