Many organizations are approaching a significant transition in sales leadership as experienced leaders retire and new leaders step into increasingly complex roles. At the same time, the skills that contributed to past sales success may not fully prepare leaders for the demands of future sales environments.

This roundtable invites participants to exchange ideas on how organizations define and develop role profiles for future sales leaders. The discussion will explore how companies identify the competencies, experiences, and leadership behaviors that will matter most as sales strategies, technologies, and customer expectations continue to evolve.

Participants will also discuss practical approaches for building role profiles, including how organizations distinguish between technical expertise and leadership capability, and how these profiles can be used to assess current talent and guide development planning.

Attendees will leave with peer perspectives and practical ideas they can use to clarify leadership expectations and strengthen their pipeline of future sales leaders.