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Hot Topics - Top 100

Sales Leaders

Revenue is the oxygen upon which businesses survive and the sales leaders within enterprises clearly have one of the most mission-critical roles to fill. Every CEO is focused on one thing: Growth in a fast changing and increasingly competitive world.

At Collective[i], we know that sales leaders no longer simply manage hiring and firing or oversee weekly forecasting meetings. Today they are technology buyers, customer advocates, brand evangelists. They are the change agents of the enterprise shepherding their organizations through massive changes; tirelessly seeking out the networks, tools and technologies to help their teams do their jobs more effectively, more scientifically and more efficiently.

They are adding machine learning, automation and artificial intelligence to their organizations in order to gain insights into the patterns of their prospective buyers and remove much of the manual tasks that their roles entail today.

All of this energy is spent to free their teams up to focus on what they do best. Selling.

We aren’t suggesting that technology can replace the human nature involved in selling. In fact, quite the opposite. Great leaders want this technology to highlight their team’s talent, not replace it.

The number of people that work in sales is staggering. 1 in 8 people in the US work in sales and if you search for sales people on LinkedIn, nearly 38 million results are generated. Sales leaders play perhaps the most critical role in global economic growth.

Given their importance, we were astounded to find that there was no list celebrating the global leaders in sales. So we partnered with Hot Topics, the media platform designed for the world’s most senior business leaders to learn about innovation, to identify the top 100 sales leaders.

To do so, Hot Topics evaluated hundreds of sales executives and selected the finalists, based on the following criteria:

  1. Breadth and depth of experience;
  2. Commitment to leadership development;
  3. Contribution to the sales profession;
  4. Measurable results in the form of stock performance;
  5. Ability to adapt and innovate in a buyer centric world.

Congratulations from all of us at Collective[i] to everyone that made the final 100.

See the final 100
See the final 100

Sales Ops

The story goes that when Xerox first established a sales operations group in the 1970s to support with sales planning, compensation, forecasting and territory design, its leader Patrick Kelly, described his role as, “all the nasty number things that you don’t want to do, but need to do to make a great sales force.”

Fast forward to today and the sales operations or ‘sales ops’ function is the cornerstone of any effective sales organization.

In fact, some have gone as far to say that, given the importance of strategic analysis that links sales data to operations, that there will be a Sales Information Officer (SIO) in every major sales organization.

As the trend towards data and automation grows in strength within the sales industry, sales ops leaders will only grow in stature and importance.

The diversity of the role requires sales ops professionals to be simultaneously strategic, process-driven, analytical and collaborative, to best enable the sales team to deliver results.

To celebrate the individuals who are performing this role most effectively, we partnered with the leading media business, Hot Topics, to determine the top sales operations and enablement executives globally, based on the following criteria:

  1. Ability to remove friction from the sales process;
  2. Commitment to leadership development and training;
  3. Ability to support a matrix, global sales organisation and allocate territories, accounts and incentives accordingly;
  4. A commitment to the use of data and insight to enhance the sales process;
  5. Ability to adapt and innovate in a buyer centric world.

Congratulations from all of us at Collective[i] to everyone that made the final 100.

See the final 100
See the final 100
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