McKinsey Article: The domino effect: How sales leaders are reinventing go-to-market in the next normal
Top sales innovators are embedding data and technology throughout their organizations to reimagine sales.
Centralize commercial ops and generate actionable insights. Commercial hubs bring together three elements: the right talent with deep experience in sales, analytics and data science, and product; an operating model capable of interacting seamlessly with the reps (including the ability to tailor those interactions); and access to a data and analytics infrastructure optimized to the hub’s needs. This kind of hub can develop and scale the delivery of tailored insights and sales plays to reps, track and manage performance, provide coaching based on what’s working in the field, and enable day-to-day efficiencies that eliminate waste and drive bookings.
In this blog we review important trends and insights from global thought leaders including McKinsey, BCG