The days of the "tactical" sales manager are over. The title has changed from Vice President of Sales to Vice President Customer Development.

This Vice President of Customer Development has taken leadership responsibility for the evolution of the Sales Organization and the company to a Customer Development approach.

This new approach must meet the needs of the customer as well as the company. It must provide customer access to company services in supply chain and consumer marketing functions that were traditionally internally focused.

The new sales person has to be provided tools to manage the company's customer's profit, volume and share (vs. volume at all cost). Has Sales taken responsibility for managing customers as a business for long-term strategic success?

CMS conducts Assessments for the Vice Presidents of Sales & Customer Development to identify the needs of the company's Sales Organization. This assessment is customized by manufacturer.