Linking Strategies and the Sales Role in the Era of Customer Relationship Management

Looking back in time, it is fair to say that the sales function operated as a stand-alone entity for many years. In truth, the sales force has been something of a mystery to the rest of the organization. Whether because of the widely dispersed footprint of most sales forces or perhaps the renegade image of salespeople as individualists, sales has stood alone and frankly never seemed to mind.