More businesses are dealing with longer sales cycles than in the past, and this is piling pressure on Chief Sales Officers (CSOs) to improve team performance. But it’s not just external market forces causing headaches—many sales organizations are struggling internally, too. In fact, a quarter of top sales companies say they’re not fully leveraging data to help with decision-making, Korn Ferry’s 2024 Sales Maturity Survey reveals, and this is impacting both individual and team outcomes.

Digital transformation is now an inevitability, focusing on the approach rather than the decision to proceed — and at the heart of this evolution lies artificial intelligence (AI). In today's fast-paced digital landscape, companies are turning to AI as a game-changing asset that fuels growth, enhances efficiency, and sparks innovation. Successfully embracing AI goes beyond mere technology; it necessitates forward-thinking leadership that comprehends both its possibilities and its obstacles.