Sellers can win, even thrive, in a VUCA-world and selling environment -but only when leaders provide the necessary supports.
In 1987, leadership pundits Bennis and Nanus coined the term "VUCA" (meaning volatility, uncertainty, complexity, and ambiguity) to summarize the globe's cold war realities. The term found its way into the US Army War College by 1991 and ever since it has popped up in times of turmoil -the late 90's dotcom bust, the 2008 financial services crisis, and the pandemic onset of 2020 to name a few