Because traditionally sales people make presentations to buyers who can't actually buy anything, their pipeline is filled with unqualified opportunities. What this creates in the organization is a need for the first line sales manager to aggressively manage all the activities of that sales person.
Customer Centric salespeople get the support they need when they need it, because they are able to demonstrate to their managers that they have earned the right to command finite company resources. Before asking for resources, they can document a decision maker´s goal, current situation and vision of using their offering to achieve a goal, solve a problem, or satisfy a need.
