Executives of large organizations are realizing the need to focus on their core competencies and work with key partners to provide complementary competencies as needed.

Why is it that we think that every salesperson has his own way of selling and that is OK? Why is it, then, that we think salespeople should learn by trial and error, on the job? There are best practices for the job of field salesperson. If you are going to continually improve, you need to study those practices.