But for many sales leaders the challenge is that while their strategy, GTM plans & required way of selling evolves over time, their organizational blueprint for the salesforce often remains unchanged, creating a disconnect between how they need to sell and how they are set up to do so.  

To ensure the way a company needs to sell is enabled by how they organize sales, sales leaders need to continuously identify potential disconnects between the two today and design an organization better fit for the world they want to move into.