Mike Marks was recently featured by Modern Distribution Management talking about the importance of specialization in sales.
He writes: “In many respects, the healthcare industry is hardly a business model to be emulated. But in one way they get it right: Think back to your last doctor's visit. Did your primary physician set up your appointment, check you in, take your blood pressure, process lab tests, code your bill and mail it to you? Of course not. In the healthcare industry, there is a different person for every function, with lower-paid workers performing the most menial tasks. This frees up the most expensive workers, the doctors, to perform the organization's most expensive function as cheaply as possible.”
Read how this applies to distribution over on mdm.com: Specialize and Support Your Sales Team