Say Adios to the Field Sales Rep

What is replacing Field Sales Reps these days?

1. Telesales
2. Ecommerce
3. eMarketing and online advertising
4. Principal Selling and Consultative Selling
5. Alternative Distribution (Channel Partners and 3rd Party Agents)
6. Loyalty and Referral Programs

Why are field sales reps being replaced?   The cost-of-sales (i.e. the dollar amount required to generate one new dollar in sales) has become cost-prohibitive for most situations.

 

Historically, companies needed to identify prospects and then work them through a sales process; with advances in targeting and segmentation, a portfolio of products/services approach, and advanced nurturing programs companies are opting for more forecastable and higher probability revenue generation tactics (Probability Selling).

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