Sales Predictions (CONT’D FROM PAGE 24)
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calls, salespeople who can’t communicate effectively on video are going to struggle. Younger buyers especially ex- pect comfort with video. If you’re still treating video calls like an awkward necessity rather than a normal communi- cation channel, you’re behind. One tip here: Forget the digital backgrounds on Zoom calls. It slows down the streaming and can make you pix- elate or break up. Instead, sit or stand in front of an actual background that makes sense and doesn’t look bad. The Gap Between Adapters And Non-Adapters Will Be- come A Canyon This might be the most important prediction of all. The salespeople who embrace these changes – who invest in learning, who adapt their approaches, who stay current with how buyers are evolving – are going to absolutely crush it in 2026. The salespeople who cling to “tried and true” methods that stopped being true five years ago? They’re going to struggle more every month. This gap has been growing for years, but 2026 is when it becomes undeniable. The winners and losers won’t be separated by talent or personality – they’ll be separated by willingness to adapt. Sales Managers: You Need to Stay Ahead If you’re a sales manager, staying ahead of these trends in order to coach your salespeople effectively is non-nego- tiable. That requires time in the field with your salespeople – two days a week minimum. You can’t coach what you’re not seeing, and you can’t see from behind your desk. Here’s the critical thing: Be very careful before dismiss- ing sales challenges as “excuses.” What might have been an excuse a couple of years ago could be a very real barri- er now. The sales landscape is changing so fast that legit- imate challenges emerge almost monthly. Your salespeople have to be smart and versatile to keep current. You have to be a touch ahead of your salespeo- ple to be effective. That means you’re constantly learning, constantly adapting, and constantly challenging your own assumptions about what works. The Bottom Line 2026 is going to separate the salespeople who are committed to staying relevant from those who are riding the train until the track ends. The changes aren’t slowing down. You can either complain about how much hard- er sales has become, or you can adapt and thrive while your competitors are still wondering what happened. Your choice. But choose quickly – 2026 won’t wait for anyone. Troy Harrison is the Sales Navigator and the author of
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“Sell Like You Mean It” and “The Pocket Sales Manager.” He helps companies navigate the Elements of Sales on their journey to suc- cess. He offers a free 45-minute Sales Strategy Review. To sched- ule, call 913-645-3603 or e-mail Troy@TroyHarrison.com.
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26 March 9, 2026
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