Outside sales is a profession in flux. The growth of digital commerce has reimagined the ways reps can reach out to potential customers, as well as how those customers want to make their purchases. And sales as a whole has expanded to incorporate new approaches beyond the basic outside versus inside division. Yet in the face of all these changes, successful companies are preparing their reps in the field to deal with those issues.
What businesses are excelling in this new marketplace? What steps lined their paths to success? We chatted with Paul McCord, president of sales training company McCord Training and Development, to get his insights about what makes these companies tick.