In a survey conducted by Steve W. Martin at USC, 46% of the study participants reported a shift from a field sales model to an inside sales model. 21% reversed the switch. Either way, the sales environment changed in a way that could cause people to leave their organization. The type of person who can fill these roles is different. Just saying to sales people, “this is how we are going to do it now” doesn’t mean that it will automatically work.
Another strategy that many companies are using is hiring an inexperienced “junior” sales person and coaching them into great sales people. They are banking on the potential of a person and their ability to build them into great sales people. This strategy has pros and cons and has a ripple effect in that the profile of success changes, hiring protocols change and some training elements change. Time spent managing and coaching becomes more important and will cost more in the beginning.
