As per HBR, Sales organizations especially in technology companies are moving from "Field Sales" to Inside Sales". Do you think it is good idea for technology startups to cut costs by moving away from "Field Sales”?
I personally feel its time for Lean organization especially for Startups. Most of the tech companies/startups can move initial part of their sales cycle inside(telephone & email) & may be (if really necessary) latter part of sales cycle can be explored to be by field sales team.
Moving away from “Field Sales” towards “Inside sales” not only makes your staff efficient & effective but also reduces the cost (one of the key resource of a startup)
Field sales should come-in when one needs face to face meeting only. Personal touch is important but at what cost is something to debate.
Read more on HBR http://s.hbr.org/1ec0dcp
