Dear Reader,

How vehemently opinionated can I be in my answer to the contrary?  In a world where the role of the expensive mobile sales team in the B2B environment is coming under increasing pressure due to the questionable value added to the customer during sales visits………where the customers are becoming progressively more self educated and undertake much of their own service/product supplier due diligence compared to a decade ago when it was largely delivered by Sales Executives from vendor companies…………I continue to be flabbergasted when I shadow typical Sales Executives on “days in the field”, and see how poorly skilled many are in terms of the sales team effectiveness basics.  Never mind the new requirements of challenging customers and teaching them things they don’t know about their own industry and business.