Organizations worldwide are reaping the rewards of adopting digital technologies and up-to-date applications of AI in their sales forces. In doing so, they are streamlining processes, enhancing customer experiences and outcomes, and making their organizations more agile, data-driven, and poised for future growth. But these gains from digital leverage are far from universal. In our work with sales leaders in an executive education setting, we encounter countless leaders who fear and lament that their sales force is falling behind on digital.
