The functions are becoming more and more similar in what they demand, and that demand is to build solid foundations and grow long term relationships. Unifying these functions gives organizations the ability to focus resources and time on driving the next dollar as opposed to artificially valuing one set of dollars over another. And, when driving that next dollar is the organizational goal, long term relationship building becomes important for every individual in the organizat

Are Cynthia Erivo and Ariana Grande 50 or 100 times better than the average highly trained singer, dancer and actor out there? Is Patrick Mahomes, or any top athlete 75 times better than the average player in their sport, or hundreds of times better than highly trained top collegiate athletes who never made it to the NFL?

Organizations and revenue leaders need to put sellers in a position where they do not need any of their prospects or clients. You, as a leader, need to put your sellers in a position where they have so many leads and such a big pipeline that they are overwhelmed and they naturally start to act as if they don’t care about any one deal more than the others. And, you need to do it now.

We need more flexible organizational structures that are focused more on function and less on horizontal alignment. We need more decentralized power and a focus on integration of people and tools in the organizational structure. And, we need to reinvent the middle operational layer of talent in a way that allows us to hire and train the right people to interface with tools so that we can empower all of our people and tools across the org to specialize in what they do best.

What does the fact that customers know everything, and can switch easily, mean for selling organizations?

It is very likely that over time, as it becomes increasingly easier to execute on functions and outputs that differentiate businesses today, it will end up being the things that businesses cannot do today, that new technology will eventually allow them to do, that will be competed on most fiercely down the road.

This means that sellers will spend their time working with the easiest clients to sell to. By definition, this means that every single incremental sale is harder than the one before it.

There is a fundamental barrier preventing revolutionary results and that is the lack of compatibility between AI and the human ability to leverage that output.