Sales organizations spend a great deal of time and money on negotiation skills training. Much of that investment is sub-optimal and in essence, sales teams are being trained on how to execute your company negotiation strategy. The problem is there is still a prevalent view that negotiation is a “soft skill.” When we execute training without a broader organization strategy improvement, we are, in substance, automating a broken process.
We recently consulted with a global account organization where their customers in France were bypassing their local account teams and buying from the German account teams as the prices and terms were better! This type of incoherence not only lowers margin, it creates a lack of trust.Read More