11/5/2013

Research has found that many sales organizations are transitioning to organizational models that rely more heavily on inside sales personnel, writes Steve W. Martin. Sales executives have traditionally favored outside sales models, but the changing business climate is reversing this trend. "Customers are smarter and information is not only easier to find, but available in greater detail than ever before," Martin writes. "In addition, technology has become a way of life and completely disrupted the buying process."

Related Summaries