Placing the sales shoe on the other foot..the customer's

Millions of dollars will be spent this year on sales account planning training. Business owners and managers will provide training needs assessment, product training, skills training, process training, and any other kind of training they can think of. Then, they’ll spend money measuring the training on top of motivating their people by offering rewards and incentives of every conceivable kind.

But, all this may for not unless sales management can encourage the sales team to think less like a salesperson and more like a customer.