By Charles H. Green, Contributing Editor
Let's steal a page from general management and see how it applies to sales. The general management issue is: how do you manage differently based on the complexity and rate of change in the business? Answer: the higher the complexity and the faster the change, the less you can rely on detailed, programmed answers—and the more you have to rely on principles.
Reading the advice out there in the field of sales, it strikes me as overly-focused on what gets called "tips and tricks." Tactics. Detailed, specific actions. The more complex your sale and the more things are changing in your industry, the less appropriate is this over-focus on short-term tactics.
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