When not to specialize, or do it very differently … because exceptions exist for every rule: You have a very simple sales process, like a one- or two-call-close product. You're in a business or segment currently succeeding with generalized salespeople (like financial services advisors). Don't fix what ain't broken … but also don't be afraid to try new ideas. Common sense or proven experience—not tradition—says it just isn't right for you.
