MCKINSEY - Future of B2B sales

The MCKINSEY report on the Future of B2B Sales explores the changes in the sales environment and the impact of the COVID-19 pandemic on sales. The report notes that customers now expect more and companies need to shift their focus to put them at the center of sales by improving channels, technology, talent, incentives, and culture. The report highlights that the sales environment has evolved at a rapid pace and will continue to do so. Customers have become savvier and are demanding more, sales are increasingly becoming digital and operating models more hybrid, and the "great attrition" is having a detrimental effect on talent. The report also mentions that the current recessionary environment is adding to the urgent need for change. The report is based on research conducted with more than 50 heads of sales across a range of industries in numerous geographic markets. The report highlights five main themes that have emerged from the research.