Sales Management in B2B is an ever-evolving discipline. The job has been rapidly changing over the past decade, and there is no stop in sight. New technologies emerge, Millennials hit the workspace and markets get disrupted.
Dynamic markets are nothing new. Technology, tools and analytics for B2B sales have invariably been moving forward during the past years. A new generation of sales representatives starts the job profession with different skills and expectations. Sales leaders need to answer what value can each new technology provide to their B2B sales organisation.