Sales Leaders Confirm Shift From Field to Inside Sales, Rate Driving Factors

There has been a perceived shift in distribution of sales staff from field to inside salespeople, and a new Velocify study [download page] conducted by University of Southern California professor Steve W. Martin quantifies the change and the factors driving it. According to the survey of more than 100 senior-level sales leaders from high technology and business services companies throughout the US, 46% describe a slight (34%) or significant (12%) redistribution of sales staff from field sales to inside sales over the past 2 years. (more…)