The pandemic has accelerated the changes that will be needed to adapt B2B sales organizations towards Virtual- and Hybrid Selling. It is all about being able to effectively handle the sales process and the customer journey in a much more digital context. This demands new skills and tools suited for this specific purpose.
According to Gartner, the transformation has just started and there are a number of challenges that must be addressed. Chief sales officers (CSO:s) must make the correct technology, talent, enablement, operational decisions and investments to ensure the function continues to deliver growth.