The Sales Agility Code: Deploy Situational Fluency to Win More Sales

CHAPTER 6

Situational Agility and the Components of the Agility Enablement System

Let’s begin by clarifying that situational agility is not the same thing as spontaneity. They are very different things. The online dictionary Oxford Languages defines spontaneity as “proceeding from natural feeling without external constraint” and “arising from a momentary impulse.” Spontaneity does not account for opportunity cost—that is, what you may be giving up by making your conscious choice. It does not require any preparation or planning or require any retrospection after the fact. It is immediate, reactive, and “directed internally.”

In contrast, situational agility requires preparation and forethought, as well as an acute observation of the present. ...