It’s becoming increasingly clear that the nature of the sales profession is changing.
Salespeople are no longer the ones who introduce products to their customers — in most cases, especially in business-to-business settings, customers have done a lot of research on their own and are close to a decision before they talk to a salesperson. This trend, which has been long in coming, has some people in sales panicked. One million B2B salespeople in the U.S. will lose their jobs to self-service e-commerce by 2020, Forrester has predicted.
