There are some trends that have fundamentally changed the way sales teams operate.

1. Remote salespeople—the COVID 19 pandemic fundamentally changed the way sales teams operate.  There used to be “bullpens” where salespeople would make calls and one of the criteria for hiring was a local presence.  Now, sales teams are spread out around the county.  
2. Inexperienced salespeople—Keeping a sales team strong is a huge challenge.  Attracting experienced salespeople is difficult and keeping them is equally challenging.  There is a true shortage of qualified salespeople, and that situation will only get more difficult in the future.  Sales training is not really provided—it is typically more “onboarding” which includes CRM instructions.  
3. Product training is exceedingly difficult—especially given the dynamic nature of sales where products are constantly changing.  Reps normally wear multiple hats—doing renewals (which “keeps the lights on”) then having to pivot finding new opportunities and customers.  The situation is more difficult given the number of products they must sell.
4. Todays sales people aren’t typically specialists—I have noticed my clients almost always have over 100 products.  This makes it difficult or impossible to be knowledgeable on product capabilities.