The rise of Amazon, other digital platforms and fast-changing customer expectations of the buying process have disrupted the role of the traditional field salesperson. More than 100 distribution industry leaders met in Denver in late June at MDMs Sales GPS 2018 event to discuss the evolution of the distribution sales model to one that adds more value and helps them adapt to a changing market.

This article includes:

• The traditional sales force as a margin killer
• Why customer size doesnt equal customer potential
• Proceeding with caution

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