Whitepaper | The Build vs. Buy Framework: How HR Can Shape a Sales Team Built for Revenue Growth

Across every sector, the ground beneath sales organizations is shifting. AI is eliminating traditional entry routes into the profession. Core sales roles are collapsing or merging. Experienced talent is moving faster than capability can be built internally. And in many industries, M&A is putting new demands on teams that weren’t designed to operate together.

These changes aren’t abstract trends — they’re immediate capability risks, with revenue consequences. As expectations rise while structures stay the same, the gap between what the organization needs and what the workforce can deliver widens.

We cover:

• The structural shifts reshaping sales talent (AI, role blurring, loss of expertise, M&A pressure)
• Why sales workforce decisions are commercial choices - not just HR debates
• The Build vs. Buy framework HR and Sales can co-own to design clearer roles and stronger pathways
• A practical decision lens across market urgency, sales motion and role complexity, and internal readiness - plus when to Build, Buy, or take a Hybrid approach

If you’re assessing your sales organization for the year ahead, this white paper gives you a clearer, shared way to decide what to evolve internally - and what you genuinely need to hire for.