In the 80s, sales organizations had salespeople handling all aspects of the sales process. However, in recent years, there has been a shift towards specialization with roles like BDRs, SERs, account executives, and managers. This specialization is beneficial as not everyone has the skills for every aspect of sales. Some salespeople are not suited for hunting and are better suited for account management. Specialization allows for a more efficient and effective sales process tailored to individual strengths and abilities. #vizard
