Category Archives: Field Sales Management

The Trend Continues – (Some) Field Salespeople Are an Endangered Species

It should come as no surprise to read last weeks announcement that the pharma giant Merck is planning to lay-off a large part of its salesforce. Saying that they can create more sales momentum from other channels such as product marketing, brands and sales promotion is becoming a common refrain. They are only following a… Read More »

What Are The Circumstances Where B2B Field Salespeople Can Flourish?

Given the challenges some sales organisations face (see ‘The Trend Continues – (Some) Field Salespeople Are an Endangered Species’), how can you avoid these problems? Be in a market where buyers risk is high. These days this is beyond the control of any sales organisation. Buyers risk is a function of how a buyer feels… Read More »