I believe that a sales organization can achieve some of the focus you set forth by selecting and implementing web tools that can help accomplish some of the work that we expect our sales makers to do, allowing them to “specialize” on those areas they are best equipped to tackle and that are most productive.

If we can automate some of the work that sales reps have had to do in the past, this allows sales leadership to focus their training, coaching, inspection and measurement activities on a more narrow set of criteria. This can result in sales pros receiving improved training and guidance on the most important areas of their jobs.

I hope you continue to write more on this topic. It is relevant to the challenges faced both by sales leaders and sales reps everywhere.