Here are three reasons why that has to change:
Distributors should use a multichannel approach to meet the needs of customers in this changing environment and deploy their field sales more strategically. Despite the above shifts, why haven’t many distributors acted? What’s keeping them from changing their sales model?
For most, it’s fear.
Distributors are afraid that if they change too quickly, they’ll lose their best sales reps and with them, their best customers. They’re also afraid that reducing the role of field sales in the company will result in fewer sales.
So what’s the answer? How can distributors set aside that fear and adapt their sales model to this new market reality?
The punchline is that you must start the change management process and not stay stuck. There is a cost to wait that is unseen but growing.
Join IRCG and our partner MDM on March 1-2 in Austin at Sales GPS 2017, a distribution conference focused on the changing role of field sales and what you can do about it. Learn more about the conference.
Learn more about the changing role of the salesperson in this video: