Article Access - 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.
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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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