Strategic growth responsibility falls on sales leaders
The pressure to grow is intense. Bain research indicates that the average comp any promises to increase revenue at twice the market average. In order to stay relevant in today’s marketplace and hit revenue targets, businesses attempt to drive growth through strategic initiatives such as introducing new products, creating new routes to market, entering new regions, or conducting M&A. But the success of these strategies often falls on sales executives to find a path to profitability.
Sales leaders must nail the basics
In order to navigate through a new or change in go-to-market, sales leaders must:
Standardize how sales reps engage with customers by automating as much as possible to guide sales
Prioritize which leads and opportunities sales teams should work on using AI
Establish benchmarks and identify how to clearly measure success.
Enable partners to sell your products.
Empower sales with deep customer insights by integrating back office or third-party data
