Profitability is the name of the game. It either generates profit or brings other benefits. If it does neither then it hurts the business. Sales Potential is shifting from the immediate sale to a series of ongoing long-term sales. Although initial profits may be lower the longer term approach allows for increased profitability by stabilizing sales and allowing for lower cost of sales.
Organization provides a structure so return is maximized.
The problem is usually one of balance. Regimented organizations usually are less productive in the newer business environment. Organizationally diffused businesses often waste resources. Customer Focus is shifting from a competitive advantage to a necessary ticket to play the game. Adaptability and Responsiveness are key skills for tomorrow's salesperson.