Table of Contents

1. 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