Sales, as an industry, is rapidly evolving. Sales teams have always been able to make incremental tactical improvements in their process, but in the last few years, sales has entered a new era fueled by technology, analysis and a dramatic change in buyer behavior. Sales managers have put a new focus on using technology to measure sales rep activity and improve operations through quantitative analysis and experimentation with tactics and strategy. If you compare a modern sales team to one of from the late 90s, the differences are night and day. The act of pounding