What Strategies are Sales Leaders Employing to Overcome their Top Sales Challenges?
How Does Sales Cycle Complexity Impact the Structure of the Sales Organization?
What is the Truth About the Migration from Field Salespeople to Inside Sales?
What are the Latest Key Sales Performance Metrics?
The answer to these questions are exactly what Steve W. Martin, a well-known sales author and sales organization researcher set out to find. To do so, Martin conducted in-depth interviews and extensive surveys with over one-hundred top sales leaders at leading high technology companies and business services providers. The resulting research, The Truth About the Field Sales to Inside Sales Migration Trend, provides detailed insights about the evolutional nature of sales organizations along with key sales performance metrics.
Over the past two years, forty-six percent of study participants reported a shift from a field sales model to an inside sales model. Twenty-one percent reported a shift from inside sales to a field sales model. More than twice as many study participants reported moving to an inside sales model. WHY?
This landmark study reveals key factors that determine when a sales organization will utilize a field or inside sales model. It provides qualitative information including trends and future predictions along with quantifiable sales organization metrics. Sales leaders share their top sales challenges and future sales strategies to meet the revenue goals.
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