The Future of Your Sales Team

The Future of Your Sales Team     

This year, I anticipate we will see a reduction in external sales positions of around 20%: 10% will be lost for good, and the other 10% will move inside. I believe that this pattern will continue for the next three years, until we are left with less than 10% of the total sales population working externally. The reasons for this are obvious: Advances in technology mean that we can communicate just as easily from our desks, using video conferencing etc.

Jonathan Farrington

If Jonathan is right, your current sales process, current sales team and management systems will begin to change over the next 18-24 months.   He interviewed me regarding this topic last week and you can listen to the entire interview at the 

Briefly, I discussed how metrics will change, how sales training will be altered and that the efficiency ratios and cost of sales will be improved based upon the utilization of existing and new technologies.  As customers become more comfortable with technology, new salespeople come into the workplace and costs of running a sales organization grow (Gas=$4.50 Gal), sales leadership must consider new alternatives.

You will find the interview on the left hand side of the website. You will also find this site to be a wonderful resource for information on sales leadership from a select group of 15 sales leadership consultants from around the world, including myself.

I thought you might like to see the quote above to begin to stimulate your future thinking on your sales organization.   Jonathan is a global sales thought leader; the quote is from an editorial he wrote in our Top Sales World magazine. (You can download this free sales magazine at   It is on the left hand side of the website.

Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 13 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America.

 Ken provides Keynotes, consulting services and products designed to improve business performance. 



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