In the age of mobility, invest in sedentary salespeople!

So how do you go about it?

Why not simply take a step back and take a fresh look at your sales activity? In the current context, with the social tools available, do all sales reps have to be out in the field? Aren't the costs of visits prohibitive? Can't we make the strategic choice of a sedentary sales force? To ask the question is to answer it. A choice already made by many sales managers. But the real question is "how?

In this orientation, we're not talking about an off-shore call center or an unskilled hotline. We're talking about real, experienced salespeople, trained in distance selling techniquesWe're not talking about an off-shore call center or an unskilled hotline.

We're talking about men and women with solid experience in the field, bringing real added value, understanding customer needs, providing answers and making a difference.

There are, of course, many questions to be answered upstream, as it involves not only creating a new team, with different methods, but also redefining the division of roles between mobile and sedentary salespeople, and even with the marketing team:

• • Do sedentary sales representatives work in support of field sales representatives or independently?
  • Are they focused on the prospect base or the customer base?
  • Do they only do account follow-up or also sales?
  • Are current tools up to the task?
  • How to size the team?
  • How to position it?
  • The manager?...

To prepare the ground and provide pragmatic answers to all these questions, 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, in some cases, to ensure its implementation.

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