Global Industrial Continues Sales Structure Diversification

What if you had a blank sheet of paper and the chance to create your outside sales structure from scratch? Pipe dream, right? Distributors of all types and sizes have adapted their sales organizations since the onset of the COVID-19 pandemic, in an effort to cut sales expense and adapt to the new ways customers want to buy, virtually and otherwise. But it’s challenging to change the outside sales model. One distributor has had the opportunity to plan its outside sales model, and there are some interesting lessons for every type and size of distributor for what hybrid digital-inside-outside…