Pieterjan Kempynck, “Do not accept the status quo.”

Partner at Minds&More, expert in marketing strategy and operations, employer branding, internal marketing, talent management and employee mobilisation.

Partner Minds&More Pieterjan Kempynck1.       2016 will be the year of…  More change!

2.       The business trends You predict will emerge in 2016:

Businesses will further be challenged to adapt and come up with new, alternative ways for finding new clients, new opportunities but also new qualified resources. Those who keep adapting and dare to be different in a consistent way will thrive in the uncharted waters we are heading into.

3.       The biggest challenges that Managers- C-levels will face:

Not accepting the status quo. Learn and adapt, rotate, get out of your comfort zone. Work with smarter people than yourself, be open to new routes.

Pascale Hall, “Sales FOCUS: From effort to effective sales time spent.”

Pascale hall Partner Minds&More

Partner at Minds&More, expert in sales management, transformation, strategy and performance.

1. 2016 will be the year of… Sales enablement, team selling and sales management coaching.

2. The business trends You predict will emerge in 2016:

The key challenge for the sales force will be the ability to keep FOCUS. They must also make sure to have an account-based strategy, highly targeted on the accounts they want to add, grow and protect: go from effort to effective sales time spent. Qualification of opportunities and breaking the status quo with customers overwhelmed by information is going to be a key capability to develop.

3. The biggest challenges that Managers- C-levels will face:

The key challenge for the sales manager will be to shift conversations with the sales teams from forecasting to coaching and adapting the processes, technology, and compensation models to incentivise team selling.

Myriam Vangenechten, “Develop agility and the culture that goes with it.”

Partner at Minds&More, expert in marketing strategy & planning, marketing mix, sales management and organisational effectiveness

1. 2016 will be the year of… Agility

2. The business trends You predict will emerge in 2016:

I see companies being more aware and heavily investing in building long lasting customer relationships as the customer will be even more in the driver’s seat. To guarantee the best possible customer experience, you need to start connecting the dots: listen and observe, get aligned, work together, stay alert, flexible and move quickly.  And this concerns not only marketing and sales but all company departments and responsibility levels.

Another big trend I see spreading is ‘scrumming’. Already commonly used in ICT, other departments will also use this concept as a new way of working focused on real-time results measuring compared to objectives and constant adaptation of processes, value propositions and way more.

3. The biggest challenges that Managers- C-levels will face:

Managers have to accept to work with greater flexibility and speed. In order to thrive they will have to focus on developing their company agility and the culture that goes with it.

The scarcity of new expertise will also challenge managers. The most effective solutions will be to invest in hiring, training, coaching and even purchasing this expertise to ensure solid commercial performance and reinforce their teams.

Thomas Donck, “Marketing as one of the sales channels, not a competitor to sales.”

Partner at Minds&More, expert in sales, marketing transformation, pricing and profitability management.

1. 2016 will be the year of… Partnerships and joint sales efforts

2. The business trends You predict will emerge in 2016:

I see two perspectives:

  • Sales must work with omnichannel tactics to approach different clients, prospects and further focus on developing and exploiting partnerships with complementary businesses to drive growth (and where possible realise efficiency gains)
  • Marketing should not be seen as a competitor to sales but as one of the channels supporting lead generation and lead conversion throughout the sales journey in very specific activities. Clear sales and marketing alignment is therefore crucial.

3. The biggest challenges that Managers- C-levels will face:

Managers’ capacity to coach and motivate teams by translating and communicating clear objectives and results to reach, and activities on which they can coach. Managers need to make sure people and teams stay motivated by giving them perspectives within their (sales and/or marketing) function or more broadly, within the company.

François Delvaux, “Strong consumer empowerment to stress the importance of omnichannels.”

Partner at Minds&More, expert in commercial performance & growth, pricing, sales and marketing capabilities builder

1. 2016 will be the year of… Digitalisation

2. The business trends You predict will emerge in 2016:

I see five key trends:

  • Social selling will become the new norm for the sales force
  • A strong empowerment of the consumers stressing the importance of omnichannels
  • A lack of available content marketers
  • Employee security and protecting the brand
  • The spread of flexible work environments

3. The biggest challenges that Managers- C-levels will face:

Managers must diligently keep pace with change and be willing and able to reinvent themselves given new types of competition. The actions they will undertake must ensure their organisation can deliver a positive omnichannel customer experience, especially for mobile consumers. And this goes with really making their organisation agile and bold enough to change current processes and governance. Finally, they must keep on leading and coaching their teams through an uncertain environment and retaining their best sales people while attracting digital talent.

Grégoire Vanderveken, “Concentrate on your traditional customer.”

Partner at Minds&More, expert in international, complex B2B sales strategy and operations.

1. 2016 will be the year of… Social transforming B2B sales.

2. The business trends You predict will emerge in 2016:

More growth opportunities in Europe and the States compared to slower growth in emerging countries will push us to concentrate on our traditional customer, fostering relations and better leveraging them.  2016 might be the year of “growing existing accounts”.

3. The biggest challenges that Managers- C-levels will face:

On one hand, you need to take decisions faster and faster because of the speed of change. On the other hand, we have built matrix organisations where consensus buying and committee hiring are the norm. How to act fast when your organisation tends to slow down?

Benny Van Calster, “No more long-term plans, but short cycles of business innovation and planning.”

Partner at Minds&More, expert in sales & marketing transformation, channel management, branding & communications

1. 2016 will be the year of… Marketing budget revival

2. The business trends You predict will emerge in 2016:

The leading organisations will continue to constantly assess and fine-tune their existing commercial strategy. In practice it will mostly mean adapting the sales structure, more social selling, thinking of new channels including e-commerce, innovating the product portfolio, building innovative (sub)brands, etc.  In this ever-changing business environment, agility will be at the core of any company’s strategy.  No more long-term plans, but short cycles of business innovation and planning!

Companies must keep up with marketing automation in order to build efficiency and optimise existing resources (both budgets and people).  This will impact relationships in organisations; not only will sales need to align with marketing but also with the ICT department(s): a new business triangle from a relationship perspective.

3. The biggest challenges that Managers- C-levels will face:

Leaders in sales and marketing will need to ensure that their company is hosting roles with key skills such as product lifecycle management, innovation strategy, e-commerce, sales & marketing channel, etc.  Moreover, they will need to plan on recruiting and keeping a circle of ‘flexible workforce’ around their core employee group.  We see more and more flexibilisation in HR with the rise of hybrid HR-models.  The major task for senior management in commercial roles will be to ensure that all these resources are aligned and ‘live the values’ of the organisation.

Park Hill
Jan Emiel Mommaertslaan 16B box 3,
1831 - Diegem - Belgium

Aedimar Business Center
Kalkhoevestraat 10 box 4.2
8790 - Waregem - Belgium

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