Sales Leadership’s New Priorities

Sales leaders are adapting to an unprecedented amount of uncertainty, disruption, and change. Consider just the past five years – a period which saw sales forces roiled by the abrupt onset of a global pandemic, and then an uncertain recovery with accompanying swings in demand, supply shortages, and financial markets. Compounding these challenges: an uncertain labor market, and the quickening pace of AI’s impact; these appear poised to disrupt sales organizations in ways many firms haven’t yet anticipated.

At the threshold of a new year, how should sales leadership prepare for 2024 and beyond? In this opening block of conference sessions, preeminent leaders offer their guidance on priorities for directing, supporting, and strengthening the sales function. In keynote plenary sessions, presenters and panelists address:

• Emergent sales leadership disciplines and manager competencies sales forces should embrace now
• New operating models, practices, and capabilities that will define sales organizations over the next five years
• The change initiatives prioritized by high performing sales forces
• Management guidance on developing a prioritized set of organizational improvement initiatives for the next one to three years

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