Opportunity is Knocking. Will You Answer?

Blog
Sep 10, 2020
3 min read
Opportunities often surface at the most unexpected times. Here are two silver-lining opportunities your organization can take advantage of right now to ensure success.

As Winston Churchill once said, “a pessimist sees the difficulty in every opportunity, an optimist sees the opportunity in every difficulty.” And this current ‘difficulty’ proves no different. Although it has presented it’s fair share of challenges, this crisis has also opened doors in terms of innovation and improvement in the business world. 

Leaders must now shift their mindset and view this situation as an opportunity for future success rather than merely a difficulty. There's always something changing around the corner, especially now, that could upend your business. So, staying in your comfort zone is no longer an option. Setting yourself up for success means creating a contingency plan, like investing in new technology, to consistently optimize your sales management processes to respond more agilely no matter what gets thrown at you.

Here are two opportunities your organization has right now to ensure your business is putting itself in the best position to succeed in this difficult selling environment: 

1. Change Your Mentality

Organizations must change their mentality and invest in the transformation of the people, processes, and technology of their business. Instead of a roadblock, leaders can view these situations as a chance to level-up. That’s what David Lowe from Flowserve and his team of sellers saw when the pandemic hit. They took the disruption as an opportunity to redefine what insights and services their team could provide for the organization as a whole. As a result, they were able to step up as leaders to help navigate Flowserve through the uncertainty with confidence. 

What I've seen through this [COVID] process with Xactly is that people on my team are stepping up through crisis and achieving expectations that sometimes they didn't even know were there for themselves. It's been personally rewarding for me to equip and arm my team with the right set of solutions and skills to succeed in the middle of this chaos.

David Lowe, Global Director of Sales Operations
Flowserve Corporation

Being willing to learn, evolve, and change is invaluable—and a necessary quality for a strategic leader. Operating with a “that’s the way we’ve always done it” mentality is one reason enterprises are struggling to reinvent and adapt to the current market. 

2. Focus on Growth Instead of Recovery

According to a recent B2B Decision Maker Pulse survey from McKinsey & Company, about a quarter of companies surveyed say they are redirecting and increasing spend toward emerging opportunities. 

Making strategic investments in sales planning technology to make sure you can proactively monitor and continuously optimize sales plans to reflect changes in the market. Leaders who disrupt themselves and their frame of mind are able to identify new opportunities, needs, or trends quicker and with more ease to navigate today’s challenges. In fact, McKinsey & Company recently reported that 84% of executives say that innovation is important to their growth strategy which is why adopting strategic technology right now that compliments and uplifts current processes is key. And for sales organizations, that technology is Sales Performance Management (SPM)

Companies that have already adopted SPM, continuous planning, and better visibility into data are not struggling right now due to their transparent access to performance metrics, forecasting accuracy, and real-time ability to optimize plans on the fly. Growth leaders who have not adopted the necessary solutions must now revise business plans as they look to salvage their fiscal years, adapt to new realities, and plan for the future. 

It’s Time to Change the Sales Conversation

Consider this blog post your sign to reevaluate and redefine how you’re leading your teams in 2020 and beyond. 

The necessity of acting with urgency has allowed businesses to accomplish incredible things in short periods of time that would have seemed impossible just six months earlier. They have demonstrated the agility of start-ups, an ability to look at their customers in new ways, a commitment to data-driven decisions, and a relentless focus on iterative execution to continually improve

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McKinsey & Company

2020 has proven that sticking to old plans and hoping they generate new results does not guarantee your survival. Opportunities often surface at the most unexpected times, and this disruption has presented a silver-lining opportunity for organizations to take a look at current sales processes and invest in new solutions that enhance sales performance and support forward-looking goals.

The path to your sales transformation requires partnership with a Sales Performance Management (SPM) provider that offers strategic guidance on how to reimagine business strategies, tactics, and visions by tailoring them to new market realities. Xactly provides the only end-to-end solution on the market capable of continuously planning, managing, compensating, and analyzing performance at scale. We are leading in the SPM space by creating opportunities for innovation and growth by helping our customers focus on the important things—the people, vision, and data of their organizations. 

Learn more about Sales Performance Management and how Xactly is shaking up the industry and helping our customers accelerate growth in a time of uncertainty in our latest product announcement.

Author
Erik Charles
Erik W. Charles
,
VP, Solutions Evangelist

Erik W. Charles is an accomplished professional with more than two decades of experience in Marketing, Consulting, and Product Evangelization.