A digital sales transformation can seem to be a daunting proposition for chief sales officers (CSOs) who must focus on making their number for the current year. This type of transformation, which all organizations will eventually need to undergo, reorganizes sales resources, processes and technologies around the experience of digitally empowered buyers, who expect a high degree of personalization and seamless transitions between human and non-human interactions as they pursue their self-directed buyer’s journey and implement the products that they buy. Unfortunately, most sales organizations have been slow to adapt to these requirements. In this guide, we share six planning assumptions that will help CSOs make progress in their digital transformation journey and achieve their 2020 revenue goals.
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