Are Fields Sales Feeling a Squeeze?

Gartner 09 Oct 2019 01:56

by Dave Egloff  |  October 9, 2019  |  Submit a Comment

Whether it be a matter of sales strategy or perhaps sales force design, many sales leaders are exploring future investments in key account programs or inside sales functions. Some are even exploring both, which begs the question, why is field sales getting squeezed?

Before we look at field sales, let’s examine:

  • Key Account Programs – Sellers are enabled to take a proactive and customized approach to manage key customer relationships. These interactions can be very effective – in terms of maximizing commercial outcomes – but are not very efficient.  Simply, it is not a scalable model.  Many sales leaders are challenged to port this level of engagement to smaller customer relationships.
  • Inside Sales – Inside sales execution is extremely efficient but cannot always deliver the same level of sales effectiveness. Moreover, pushing more accounts or prospects into the inside sales tier improves the costs of sales.  However, many sales leaders experience a moment of pause as they internally question if sales growth can be sustained in smaller territory sales relationships if they are dropped to the inside sales force.

Nearly all sales organizations are mindful of the need for change.  Either because of the economic uncertainty or the rapid changes enabled by technology, there is a continual push for greater sales effectiveness and improved efficiency.  Field sales leaders must be ready for these changes, and ready to face the challenges of the “squeeze.”

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Dave EgloffGartner