Sales Call Evolution

face-to-face interactions require thoughtful and comprehensive upfront planning; highly professional execution; and often a more informed, consultative approach.

Author Gary T. Moore highlights the evolution of face-to-face interactions in his book Taking Charge of Distribution Sales.  Moore notes that the purpose and structure of "sales calls" continue to rapidly evolve--including the increasing relevance of team sales--especially as transactions become more complex and multifaceted.

As services become a more integral part of distributor's value proposition, face-to-face interactions require thoughtful and comprehensive upfront planning; highly professional execution; and often a more informed, consultative approach.

ACTION POINT:  The changes require distributors to raise the bar on sales force education and training.