With astonishing speed, firms are responding to disruptive forces affecting every business-to-business sales force. Their impact has changed how sales forces are sized, deployed, and managed; the kind of work they do; and, in some cases reflect a fundamentally new answer to the question "What makes a salesperson valuable to a customer?"
These forces include radically reengineered buying processes, the emergence of social media, mobile device adoption, new sources of granular performance analytics, and bold reinterpretations of the salesperson’s role.
In this special panel discussion, three thought leaders discuss drivers of radical sales force change and the implications for sales leadership.
