Traditional sales have been losing significance while almost all markets of trade and industry are experiencing the great changes currently taking place. The new work emphasis is now covered on many sales training courses. The new media has been opening unknown sales routes, and the sales department is now no longer exempt from new management techniques such as lean and total quality management. sales coaching
Management streamlining will lead to more decentralisation and individual responsibility.
In the course of lean management, the number of hierarchy levels is reduced in many companies.
The result of this development for many salespeople is a depersonalisation of management. Instead of having daily or weekly contact with their area sales manager, they report to the company via electronic communication.
Instead of beginning their sales route from work, they start from home and take on a great deal more personal responsibility than previously for planning and managing their own work.
On balance: the sales people become a sole agent. Some businesses have already arranged regular information exchanges in the form of regular group meetings in order to prevent the isolation of the sales person.