What is the Sales Force of the Future?

Ben Ball, Senior VP of Dechert-Hampe, shares the results of the 2006 survey entitled "The Sales Force of the Future" that was recently conducted by his company. The survey attempts to find out whether or not the priorities of senior executives match up with those of their customers, and focuses on the following attributes: selling skills, analysis, consumer group, demand generation, and creativity (strategic thinking and innovation). Ben gives insight into the conclusions found in 2002 versus 2006, and even predicts what 2010 may hold. He suggests what key account executives should do to prepare themselves, including developing effective channel markets and customer-specific marketing programs.