Sales organizations must change how they earn, retain and grow customers in order to adapt to new B2B buyer preferences. Sales leaders can capitalize on this opportunity by adopting an insights-driven sales system that prioritizes the use of processes, infrastructure and insights over relying solely on superstar talent to hit the number. With an insights-driven sales system fully implemented, artificial intelligence will automatically send next-best-action recommendations to reps and tell them what they should be working on every day to drive productivity. Finally, organizations who successfully stand up an insights-driven sales system will reap the benefits of hitting their revenue goals in the predictable, sustainable and consistent manner that CEOs and investors crave. However, the shift away from the popular superstar sales culture to an insights-driven sales system cannot be done overnight.

Source: Forbes May 27, 2021 04:52 UTC