In the age of mobility, invest in sedentary salespeople!

So how do we go about it?

Why not simply take a step back and take a fresh look at your sales activity? In today's environment, with the social tools available, do all salespeople need to be in the field? Aren't the costs of visits prohibitive? Can't we make the strategic choice of a sedentary sales force? Asking the question is already an answer. A choice already made by many sales managers. The real question, however, is "how?

In this orientation, we are not talking about an off-shore call centre or an unskilled hotline. We are talking about real salespeople, experienced, trained in the distance selling techniquesWe are talking about real salespeople, experienced, trained in the techniques of distance selling, who know the offer inside out, and who use effective follow-up tools...

We are talking about men and women with solid experience in the field, bringing real added value, knowing how to understand the customer's needs, provide answers and make a difference.

Of course, there are many questions upstream, because it is not only a question of creating a new team, with different methods, but also of redefining the distribution of roles between mobile and sedentary salespeople, and even with the marketing team:

• • Do office-based salespeople work in support of field salespeople or independently?
  • Are they focused on the prospect base or the customer base?
  • Do they only do account monitoring or also sales?
  • Are the current tools adequate?
  • How to size the team?
  • How to position it?
  • The manager?...

In order to prepare the ground well and to answer all these questions in a pragmatic way, we support sales managers in this upstream definition and construction phase. Firstly, to estimate the ROI of such a project, then to define its operational dimensions and, sometimes, to ensure its implementation.

So, if the equation seems complex, don't hesitate to reconsider your certainties about salespeople: they can be extremely profitable when they are in the office!