Samir Bhatiani

Jul 20, 2023 | hbr.org | Prabhakant Sinha |Arun Shastri |Sally E. Lorimer |Samir Bhatiani

Fueled by a rapidly changing digital world, sales organizations are spending significant amounts of resources and energy on strategic initiatives. Whether these involve wholesale changes (e.g., reorganizing the sales team or shifting to hybrid field-digital customer engagement) or less disruptive ones (e.g., introducing new sales quotas or adopting new sales technologies), the primary roadblock to intended impact is the failure to achieve execution excellence.