Sales people have always been where their customers are. Today customers moved on again. Customers moved to the Internet, more specifically to the "Social Web."
What really changed however is the "Customer education process." And as that new education processes is leading to a new buying behavior, sales people need corresponding ways of helping customers buy. The old sales processes are becoming obsolete.
Before you judge how sales will develop check how you and everybody you know is buying and making their decisions. Then try to match that buying behavior with your sales processes.
Download the "10 Reasons Sales People Need to Care About Social Media" white paper