Field sales
in transition
Digitalization and changing values
The world of work has changed significantly in recent years – driven by digitalization and the change in values that are important to us as individuals. But how do these developments affect companies and their field sales force? In discussions with our customers, we have found out that some sort of rethinking has also taken place here.
In the past, sales representatives were lone fighters who focused solely on sales. They operated independently of location and time, but were often the company's only channel for generating new customers and sales.
Digitalization and new media now make it easier to target acquisitions and process offers and orders more quickly. But they also make it easier for customers to find out about products and services online in advance. We can confidently contradict the assumptions that the local ouside sales is increasingly being replaced by "remote" workers. However, in our territorial planning we are observing with greater frequency that the role and importance of the sales force are changing.
The sales representative is evolving from a classic salesperson to a trusted advisor who analyzes the customer's needs on site and offers customized solutions. In the future, outside sales will continue to generate sustainable customer loyalty and trust primarily on an interpersonal basis, and not "remotely".
In addition, the population has been subject to a major change in values in recent years. Until a few years ago, salary and career were important assessment criteria for job satisfaction, but aspects such as flexibility and work-life balance are playing an increasingly important role for employees. This also affects the role of the sales representative. The way sales reps deal with and is aware of working hours is today different than it was five to ten years ago.
As a company, we must do justice to this change and create conditions that support these interests. Unless we do this, we will find it difficult to serve our customers appropriately in the future given the shortage of skilled workers.
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