Sales Pro Central / The Truth about Sales Agility: Separating Fact from Fiction

Sales Pro Central / The Truth about Sales Agility: Separating Fact from Fiction

Every sales organization wants their sales force to be agile. Why? Because the world is rapidly changing, becoming more complex, and making the salesperson’s job harder. Organizational leaders are unsure of the best way to equip sellers to succeed in this new reality. Should they change their sales methodology? Should they adopt better technology tools? How do they decide?

In response to these changes, sales training companies are espousing the merits of ensuring that sellers and sales managers are situationally fluent. But what does that mean? As usual, confusion abounds in the marketplace and buyers are being misled. This is where research comes to the rescue.

Recent research has uncovered that the most successful and adaptable salespeople and sales managers are agile. They don’t use one single sales approach and they select their approach based on the buying situation they face. Although these findings are revolutionary and fly in the face of conventional wisdom regarding a single standardized sales approach, it is important not to jump into the deep end without the right preparation.

In this rich, research-based session, Dr. Michelle Vazzana will explain both the powerful research findings on high-performing agile sellers and sales managers, and the interim steps organizations can take to ultimately transform their salesforce.

You will walk away from this session with:

  • A thorough understanding of the most innovative research findings regarding sales agility
  • A practical path to sales agility that builds upon the good work you’ve already done to equip your sellers
  • Clarity about how existing investments in sellers and sales managers fit into this new agile world
  • A new perspective on how the buyer of today is impacting the enablement of the sales force of the future

The event is finished.


Oct 20 2022


11:00 am

Local Time

  • Timezone: America/New_York
  • Date: Oct 20 2022
  • Time: 11:00 am
Michelle Vazzana


Michelle Vazzana

Michelle Vazzana is Chief Strategy Officer and Co-Founder of VantagePoint Performance, the only agile sales performance company delivering diagnostic-based training and consulting solutions grounded in the latest academic-led, agile sales research. Michelle earned a Bachelor of Science degree in computer science, a Master of Science in organizational effectiveness, and master’s certificates in Instructional Systems Design and Total Quality Management. Michelle earned her Ph.D. in Organizational Psychology with a focus on sales management practices. Vazzana is a prolific researcher and sought-after speaker on the topic of sales management and sales agility. Vazzana has conducted the most extensive research to date on the topic of sales coaching practices and sales agility. She has more than 32 years of successful sales and management experience. She is co-author of Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance. Vazzana is also the author of Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance. Her new book, The Sales Agility Code: Deploy Situational Fluency to Win More Sales, is being published by McGraw Hill and will be available in April of 2023. It will be the first book on the important topic of sales agility.


  • VantagePoint Performance


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