While steady investments in technology by both companies and consumers have underwritten much of the productivity increases in the last 20 years, technology companies are finding a much
more difficult economic environment. New emerging sales trends within the technology sector, ranging from growth challenges to new competitive pressures, are changing the fundamentals of
the game and companies are being affected by powerful shifts. Industry-leading companies are taking proactive steps to adapt to these powerful shifts and come out stronger in the long-term.
Sales leadership will need to focus on key initiatives — from increased investment on skill development to greater operational excellence — to equip their sales forces with best practices so
that their salespeople are well-positioned to drive customer loyalty, expand customer relationships, and bring in more revenue.
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