As sales organisations shift to digital models with smarter processes, data and analytics across “boundaryless” structures, they need new capabilities.
At the same time, new verticals and segments may become more important. Investing time up front in anticipating key post pandemic capabilities can help sales organisations adapt more quickly.
Driving sales growth today requires fundamentally new ways of working as well as outstanding execution across large, decentralised sales teams and channel partners. While many sales leaders accept this reality in principle, not enough focus goes into driving this level of change.