The 2020 Mid-Year Economic Update_long

Why Field Sales Must Evolve: The Gorilla in the Room, part 1

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

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  • Changing Channels Demand New Models
  • The New Realities of Training
  • Move Beyond Sales Training

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