process patients’ data in just three days, thanks to a Balance autonomy with measurement deep understanding of customer and seller Teams require autonomy if they are to act fast. pain points. And this goes hand in hand with trust. A culture of trust drives ownership, boosts confidence in the Grouping the right cross-functional people and transformation, and makes employees feel involved. empowering them to take decisions and drive As one sales manager explains, “Salespeople change is a fundamentally different way to run a typically don’t like to be micromanaged, so we really business. Executives at best-in-class organizations need to make sure they have autonomy to shape are moving away from “command and control” and the change.” Autonomy does not, however, equate relinquishing authority to smaller, independent to lack of oversight. Change needs to be clearly teams, which can move faster without bureaucratic measured and tracked. This drives results better challenges. transparency and enables leaders to correct course where necessary. Executives at best-in-class organizations are moving away from “command and control” and relinquishing authority to smaller, independent teams, which can move faster without bureaucratic challenges. Future of B2B sales: The big reframe 35