The time to reimagine go-to-market models is now. To be successful, organizations must move from incremental change to bold transformation.

Of the many unexpected outcomes of the COVID-19 crisis, the adaptability of sales organizations may have been one of the most satisfying for executives. In most industries, sales professionals navigated market uncertainty and social distancing well, capitalizing on diminished travel time to expand sales activity.

The End of Incrementalism: How Organizations Can Take Bold Action to Thrive in the Future of Sales

But as we look toward the end of the COVID-19 crisis, B2B sales leaders face renewed uncertainty. In the face of fundamental disruption, incremental changes will no longer suffice. The era of incrementalism is coming to an end.

Based on Deloitte Digital’s recent experience working with clients across industries, we increasingly believe that leading sales organizations will reduce investment from field organizations and deepen their digital presence with customers and partners.

Moving from incremental changes to bold transformation

In our new POV, The End of Incrementalism: How organizations can take bold action to thrive in the future of sales, we discuss four actions leaders should explore to achieve differentiated sales performance:

  1. Virtualizing commercial operating models
  2. Embracing and extending partner ecosystems
  3. Embedding digital across the buyer journey
  4. Integrating analytics in sales processes

Organizations that successfully make these changes can:

  • Sustain sales team cost and productivity improvements relative to peers
  • More effectively capture and penetrate customer relationships
  • Deliver better customer outcomes and satisfaction
  • Improve net realized price
  • Enjoy more predictable revenues and reduced working capital requirements

Achieving these goals will require investments in both sales teams and infrastructure—and a shift in mindset among sales leaders and their peers, with incremental change giving way to bold transformation. When successful, businesses could see an increase in their profitability and drive significant shareholder return.

Download our full report

The End of Incrementalism: How organizations can take bold action to thrive in the future of sales

Interested? Get in touch

Harry Datwani
Sales Transformation Leader
Deloitte Digital
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Paul Vinogradov
Principal, Sales Transformation
Deloitte Digital
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