Are Outside Salespeople Obsolete?
By Dave KahleOne of my clients recently asked me: “Are outside salespeople obsolete?” He is the CEO of a distributor that specializes in automation equipment. He had just lost three field salespeople and was thinking about replacing them. “What kind of person should I look for,” he asked, “in light of the recent and radical changes in the economy?”
While his need for a solution was urgent, the question he asked is one that every B2B sales leader should be asking in the next few months.
Outside Sales
For generations, outside salespeople thrived on face-to-face relationships. Their approach to the job was … Read the rest