B2B sales is in the business of change. Sellers and stakeholders are demanding transformation and innovation on all fronts — from the use of technology to the seller-employee value proposition. CSOs are feeling this pressure. In a 2022 survey, 56% of sales leaders identified “managing internal change initiatives” as their most important internal challenge in 2022.

In this issue, we focus on the challenges that CSOs are facing as we enter 2023 and identify some key elements crucial for success.