Death of a Salesman—or His Rebirth?

According to market analyst Forrester Research, 1 million U.S. B2B salespeople—nearly a quarter of the total—will be out of work by 2020. Triggering this sobering prediction is the rapidly growing B2B e-commerce sector, which allows customers to buy goods and services with less help from salespeople. The salesforce is fighting back by prov­ing its value…