By Malcolm Nicholson (United Kingdom)

The economies of most of the western world are now firmly on the road to recovery. Sales professionals need to adapt to cope with the volatile circumstances that their customers are facing. How does coaching fit in with this? Successful businesses the need to develop sales professionals who are trusted advisors and knowledgeable consultants.

Businesses are facing a Global VUCA future (Volatile, Uncertain, Complex & Ambiguous). Their requirements will consequently change – and pretty rapidly compared to the recent past. Interconnectedness affects us all.

Let’s start by looking at the challenges facing sales organisations currently. Right now the standard model is to service larger organizations through face-to-face sales channels whilst small companies and repeat orders are handled through telesales. These sales resources are expensive and are custodians of a critical relationship with the organisation’s customers. How they behave, operate and perform directly impacts the business success. As the market changes so MUST the sales team. The banking crisis of 2009-2010 acted as a catalyst to accelerate a number of changes that were already underway:-

Customers want more for less. And this is at a time when many raw materials are becoming more finite and therefore expensive, or demand from developing nations is increasing the price.

Source: iCN Issue 9 (Sales Coaching); pages 43-45

About Malcolm Nicholson

Malcolm Nicholson is the owner and Coaching Director for Aspecture, and has worked successfully with a wide range of senior business people for over 15 years, enabling them to improve business results through transformational changes. To find out how he can help your organization contact him at or on +44 1932 267597.