Vision Report

Why An Adaptable, Ever-Developing B2B Sales Force Should Be A Universal Organizational Goal

Corporate Functions Must Align To Optimize Ongoing Sales Readiness

February 23rd, 2022
Peter Ostrow, VP, Research Director
Peter Ostrow VP, Research Director
Eric Zines, Principal Analyst
Eric Zines Principal Analyst
Jennifer Bullock, null
Jennifer Bullock
With contributors:
Adam Birnberg , Arianne Burnette

Summary

Every well-aligned B2B organization focuses on creating and maintaining superior customer interactions. Collaboration among marketing, sales, product, and other functions is essential to drive excellent customer experience, but these functions do not always work together to support how their customer-facing personas are evolving in concert with changes in their products, buyers, and markets. For the sales team in particular, collective companywide efforts are essential to support ongoing rep and manager readiness. In this report, we describe how a variety of corporate functions must collaborate with the sales organization to ensure sales readiness to interact successfully with customers.

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