Companies fear looking at changes or improvements to their sales forces for good reason: sales are the engine that drives revenue. No matter how patched up or sputtering that engine may be, the mere thought of overhauling it fills CEOs and senior executives alike with dread. Companies will make ongoing, piecemeal repairs as long as they can in a vain attempt to keep revenue flowing. They will tolerate behavior and performance from sales and marketing that would not be tolerated in any othe...