I have been involved in selling high technology for a long time.  Technology has changed over the years, and so have sales organizations - not always for the better. I entered the job market at a time when sales skills were developed through mentoring - a practice which has all but disappeared. Todays sales organizations would be well served to bring back worksforce age diversity , and re-establish a mentoring stucture.

 

My book will be a summary of how technology sales organizations and practices have changed, and perhaps a blueprint to restructure the sales force which could result in more business, and happier and more loyal customers.

It is a work in process, and I will update this web page as appropriate.