B2B sales leaders are tasked with ensuring their teams can earn, retain and grow their accounts as effectively as possible, even as their teams are faced with large books of business, competing and changing corporate objectives, and the rapid rise of eCommerce. Keeping a sales team focused on the most important opportunities to predict, preserve and grow revenue has never been more difficult.

According to “The Future of Sales in 2025: A Gartner Trend Insight Report,” an exponential rise in digital interactions will break traditional sales models. The report states, “As customers migrate from in-person channels to digital alternatives, chief sales officers (CSOs) must engage in a fundamental mindset shift from leaders of sellers to leaders of selling; sales leaders belong ... Read more