There Is No Formula for Sales — Even After Three Decades
It has been three decades in sales, and I still don’t know the formula for guaranteed success. Early in my career, while pursuing my part-time MBA, I remember a professor saying that sales can never have a fixed formula for conversion. Sales is ultimately the result of interaction between human beings. And humans do not behave the same way even in identical circumstances. There are countless variables: the mindset of the buyer, the personality of the seller, timing, context, priorities, and even emotions on a given day. Thirty years later, I find myself re-emphasising the same truth: there is no fixed formula for sales. The Post-Covid Shift Post-Covid, the way we work and live has changed dramatically. Work from home, once considered unusual, is now a widely accepted norm. Earlier, if you didn’t show up physically at the office, you were considered absent. Today, presence is defined differently. The same shift has happened in sales. Clients no longer prefer frequent face-to-face meetin...
