Doing things the same way and expecting a different result is simply put as insanity. Challenging the way things are done is imperative and a prerequisite to change. For new initiative to be successful the people in the organization must embrace change and be motivated and committed to making the change work.
To outsell in this era, the sales person must be a professional who is as much a marketing consultant as a salesperson. These new sales people will engage in consultative relationships with their customers. As the nature, of personal selling changes, so will the role of the sales manager.