The Evolution of Sales Part 6


Guest articles > The Evolution of Sales Part 6


by: Daniel Milstein


It is a good time to enter the sales field due to the bright future the profession holds. While the future is difficult to predict, I believe that greater opportunities will arise. Below are some of my predictions for the next 10-20 years in the sales industry.

Become a Specialist--While there will still be room for the generalists--someone selling an entire product line--more industries will rely on specialists. With the increase in products and services, companies will want their salespeople to handle a specific product or two. I think it will become increasingly difficult to be a 'jack of all trades.' This should be more pronounced in service areas such as insurance and financial planning.

Welcoming an Enhanced Image--Consumers will have a much higher regard for the sales profession. This will only occur as more standards are developed and as salespeople become more professional and better educated. The United Professional Sales Association has created a Professional Sales Ethics Framework, including an ethical Code of Conduct and a Buyer's Bill of Rights. In addition to following ethical practices, salespeople will contribute to the improved image by demonstrating their knowledge and customer- centric behavior. It takes time for multiple industries to adopt new guidelines and for salespeople to adhere to them on a regular basis, but the buying public will gradually notice the difference, especially as trade associations and individual companies promote their emphasis on professionalism in advertising, Website announcements, magazine articles and other forums. Consumers and others will have a greater respect for the salespeople they encounter in retail stores, offices and online outlets.

We will have to wait a while to see how much of my amateur forecasting is accurate. However, I am confident that our profession will be more rewarding on many fronts, and an even greater number of people will share my passion for sales.


Daniel Milstein is the bestselling author of ABC of Sales. For more information, visit:

Contributor: Daniel Milstein

Published here on: 02-Nov-14

Classification: Sales