We are interested in the big question of sedentary salespeople or field salespeople which are often put in opposition. The article is particularly interested in the transition of many companies (in 2013) from a model based mainly on field sales teams to sedentary sales teams.
Until now, Martin says, inside salespeople have supported field salespeople in their day-to-day tasks. But many companies are transitioning to a model where inside salespeople work independently of their field counterparts. They are responsible for closing deals over the phone or by email. For example, HBR research reported in 2013 that in the past two years, 46% of respondents felt they had moved from a field model to an inside sales model. malaysia whatsapp data
46% of organizations have moved from a field model to a sedentary model
According to Steve Martin, there are 3 determining factors in whether a company will adopt a field model or a sedentary model:
the stage of development of the company,
the complexity of the products sold,
and the perception of models by leaders.