Category: Sales

Developing a strategy is characterised by high complexity. This results from the necessity of an integrated approach, since the decisions concern not just a part but always the entire organisation. From this, diverse, hardly predictable, uncertain behavioural possibilities can arise.

Much is written about ‘the VUCA world’. Usually the articles come from the area of business-model development and marketing. One business area that hardly seems to change is sales. Yet it is important to transform the sales system not only