Survey shows distributor sales reps could become "less necessary" in future.
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The economics of relationship selling are changing, and that means distributors must change, as well. This article – part 2 in a series on the role of the distribution sales rep – examines that change and paints a picture of the future of field sales, including its role, function and purpose for the successful distributor. Part 1 examined what’s driving the shift and why distributors should act.
Join Indian River Consulting Group and MDM for Sales GPS, a live event on the future of field sales. Learn more at SalesGPS2017.com.
This article includes:
- The difference between market-makers and market-servers
- Relationship disruption in distribution
- The sales rep of the future
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Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- Changing Channels Demand New Models
- The New Realities of Training
- Move Beyond Sales Training
Changes in customer behavior require changes in how distributors sell.
How customers buy is challenging the traditional role, function and purpose of the distributor field sales position. But many distributors have resisted changing their approach to sales for fear of losing sales reps, customers or both to the competition. This article, the first of a two-part series on the changing role of distribution sales reps, examines what’s driving the shift and why distributors should act.
Join Indian River Consulting Group and MDM for Sales GPS, a live event on the future of field sales. Learn more at SalesGPS2017.com.
This article includes:
- Cost of the field-selling function for distributors
- The evolution of sales
- Forces of change and how to address them
Subscribers should log in below to read this article.
Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- Changing Channels Demand New Models
- The New Realities of Training
- Move Beyond Sales Training
Succession 101: Plan for your exit long before you need to
