As multi-year deals become less common, focus is shifting heavily to post-sales. Companies are investing in strengthening these teams' skills and rethinking their entire post-sales strategy, recognizing that retention and human relationships are more critical than ever.
While a single performance-based layoff can target underperformance, repeated rounds signal a systemic failure in leadership. It suggests managers are unable to hire, coach, or provide feedback effectively, making it a management problem rather than an individual employee issue.
A slow job market has created a new burnout phenomenon: "quiet breaking." Unlike quiet quitting (doing the bare minimum), employees feel trapped in their current roles. They are burning out from working harder than ever in jobs they are unhappy with but cannot easily leave.
The conversation around Ideal Customer Profile (ICP) has evolved beyond simple refinement. With newly accessible data, companies are fundamentally re-evaluating their Total Addressable Market (TAM), challenging long-held assumptions about who their potential customers are and how big the opportunity is.
When companies don't provide sanctioned AI tools, employees turn to unsecured public versions like ChatGPT. This exposes proprietary data like sales playbooks, creating a significant security vulnerability and expanding the company's digital "attack surface."
To achieve employee buy-in for AI, position it as a tool that eliminates mundane tasks no one would put on a resume, like processing Salesforce cases. This frames AI as a career accelerator that frees up time for strategic, high-impact work, rather than as a job replacement.