In today’s environment, a strong sales department plays a pivotal role in the overall success and growth of its business. The unique role of sales is to bridge the gap between potential customer needs and the products/services that the organization can offer to fulfill those needs. Today, a customer’s path to making a purchase involves far more touch points than it ever did in the past.

Looking at the competitive environment today, a majority of B2B sales organizations have already shifted their sales model from traditional to digital.

Taking cognizance of all these changes and transformations into account, we used the SHL Model for Sales Transformation to pivot around these 3 areas:

  1. The External Environment is radically different
  2. Customer Behaviour has changed
  3. The foundational requirements for sales success have evolved

This insights report gives a deep dive into the role of HR in building an intuitive sales organization.

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