Table of Contents1. Introduction 2. Why should the sales force of the future be any different than today’s? 3. What might the future sales force look like? 4. See it as a system. 5. Initiative number one: Create new measurements 6. Initiative number two: Study your customers 7. Initiative number three: Demote some customers 8. Initiative number four: Consider specialists 9. Initiative number five: Create specific expectations 10. Initiative number six: Revise your sales compensation plan 11. Initiative number seven: Take the next step in sales force automation 12. Initiative number eight: Train your people in the basics 13. Initiative number nine: Encourage the quest for mastery 14. Initiative number ten: Regularly replace the reticent 15. Where to from here? 16. Resources |