It's a common occurance. Sales people in the field spend a good deal of time creating their own sales tools. This can range from editing the corporate "deck" to writing and designing entire ads or brochures. Why does this happen? Probably not for the reason you think. The most common explanation is that they don't have adequate tools. This makes sense and is true very often. But, even when salespeople are provided adequate, flexible tools, they still create their own. Why is this? As far as I can tell, this happens because salespeople like creating their own tools. It's a fun, creative exercise. They get to play at design, copywriting, and marketing strategy. And the tools to do it are easily obtained. You don't even need InDesign, you can create an ad in Microsoft Publisher! Perhaps salespeople don't get enough creative outlets. Perhaps design work just seems like too much fun. Whatever the reason, it seems that salespeople often create their own sales tools because they want to.