Transformation of the Sales and Sales-Management Roles: Will You Make It?

Transformation of the Sales and Sales-Management Roles: Will You Make It?: Today's blog post is by Nancy Martini, President and CEO of PI Worldwide, the global management consulting firm and publisher of the Predictive Index (PI) and Selling Skills Assessment Tool (SSAT). Nancy is the author of the soon-to-be-released Scientific Selling: Creating High Performance Sales Teams through Applied Psychology and Testing. The role of sales is being transformed by a set of conditions we have never seen before. The good old days are not coming back. Sales managers and reps who adjust their methods of operating to succeed in today's environment will excel in 2012 and beyond. The transformation began in...