Organizing sales to be fit for growth
Published on March 24, 2025
Industrial companies face a tougher reality—fierce competition, customer consolidation and advanced procurement teams. Many sales teams are struggling to keep up and must evolve, to drive profitable growth in the coming years.
Compounding these challenges, the sales process has become increasingly complex, involving more stakeholders, increasing lead times and driving more competitive bids. Simply put, selling has never been harder.
Meanwhile, procurement functions have advanced far more rapidly than sales in several areas (see figure below), widening the gap and increasing…