Leading a sales organization is a balancing act. On one hand, you have to hit your numbers — keeping your focus on this month, this quarter, and this year. On the other hand, we all know that the B2B sales environment is rapidly evolving. Leading a successful sales org requires a vision for meeting that future head-on.

Investments in the future often don’t produce results in the short term, but a failure to build toward the future will lead to problems in the long run. In this issue, we offer up several strategic opportunities for your consideration as the balancing act continues into 2023.