Summary
The B2B sales supercycle is not just a technological revolution — it is a professionalization mandate. Chief sales officers (CSOs) must lead the charge in reimagining their sales function defined by hiring deliberately, onboarding rigorously, and investing continuously in the development of human potential: elevating sales from a job to a high-value discipline. It means using AI not to replace reps, but to elevate them. This is an opportunity for CSOs to create a sales culture that is worthy of the business value it delivers: strategic, respected, and built to last. In this report, we recommend ways in which CSOs can adapt their talent strategies to the new B2B sales supercycle.
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