It's been going on for some time now. The evolution of sales teams toward a more granular segmentation of selling units. What started out naturally is now a fast-moving phenomenon that cannot be denied. That companies are headlong in the middle of transforming and adjusting their models is clear acknowledgement that the modern enterprise sales organization has changed.

  

The Mature Old Model

What used to be a classic model of Outside Sales (Direct or Strategic Sales Executives, Reps, or Managers - pick your title) morphed easily into an Inside/Outside model. This goes back several decades with the logical teaming or pairing of a junior rep with a senior rep to manage the selling load in proactively attacking new business territories or managing a set of large accounts. One sets it up, the other goes in for the close.

ThoughtLeaderlife.com covers Thought Leadership. In this session, I have the chance to speak with hosts Mitchell Levy and Michael Procopio about how sales people need to be become thought leaders.

"The first rule of any technology used in a business is that automation applied to an efficient operation will magnify the efficiency. The second is that automation applied to an inefficient operation will magnify the inefficiency."

  

42 Rules to Increase Sales Effectiveness 2nd Edition, 2013, by Michael Griego

  

This popular book provides the keys to sales excellence in today's challenging world. These tools have been taught to thousands of profession salespeople, sales managers and executives from Silicon Valley startups to global Fortune 500 companies.