This is the time of year to not only reflect on the past, but to ponder the future. Forget soothsayers, prophets, and fortune tellers' crystal balls. Inside are predictions from some of industry's key thought leaders.
Clearly, these moves to enhance efficiency and effectiveness will go beyond the sales force to involve larger commercial implications
and marketing mix components. But as long as sales reps continue to be one of the largest components of the overall budget—and
a point of focus at many organizations—the future sales model will embrace new ways to do more with less.