The Gradient Works Blog

In B2B revenue organizations, sales reps should own accounts - and only accounts. The reason is simple. Businesses are your customers, not individuals. And, well, accounts represent businesses. This seemingly simple statement has far reaching implications for how you construct your processes and your teams.

One of the most important aspects of an internship or junior full-time position is access to more senior coworkers who can help guide, or mentor, a new employee through the experience. Whether they’re official or unofficial, mentor relationships shape both the junior and senior employees for the better in a number of ways.

COVID-19 has turned all sales into inside sales. After all, what is field sales when all the trade shows are canceled and your reps can’t leave their house to visit a customer? As in many other areas of our lives, COVID has accelerated a trend in sales that was already underway: the death of geographic sales territories.

The B2B revenue organization is changing, and for the better.

In marketing, we go through seasonal trends as much as the fashion industry does. While marketing trends don't correspond to weather seasons like summer and fall, most marketing tactics come and go in popularity. And just like in fashion, some trends disappear, others become classics, but most simply evolve into whatever comes next.

This post originally appeared in the Revgenius Mag, and is republished here with permission.  

As we’re winding down to the end of the year, many of us are planning for the next normal of 2021 and beyond. If all sales are currently (and maybe permanently) inside sales, what does this mean for the future of B2B sales teams?