Sales agility is the ability to adapt behavior based on different buying situations. Top-performing salespeople assess the situation, select the most effective approach, and adjust tactics as needed. This involves three pillars: situational intelligence (understanding key factors), situational readiness (knowing best practices), and situational fluency (executing tactics effectively). Training sales teams in agility involves teaching them to recognize situations, choose the best approach, and execute it well, just like in high-pressure fields such as the military or sports.

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