Many of us are now talking about an agile sales methodology and agility. Why wouldn’t we? We need to be faster and more responsive to our buyer’s needs. We need to help our salespeople engage in the chaos of a sale. And, it is chaos out there. Gartner recently shared that:
- The average size of a buying team is now almost 11 people
- The average number of channels that each person on the buying team consults with is 4.5
- Of all the time spent over the course of a purchasing evaluation, only 17% of their time is spent with salespeople.
And, while no one knows how the volatility and uncertainty of the current global environment will impact buying behaviors and buying cycles moving forward, we do know that one of these terms is a nice to have and one can significantly impact your revenue—potentially even more so with the current market conditions. So, while these terms are often used interchangeably, they are not interchangeable ideas.