MOMENTUM 2020

Putting a Spotlight on Field Sales—Is Now the Time for Data-Driven Rep Management?

The field sales function has always been a bit of a black hole. Reps go work their territory, they bring in deals, and revenue leaders don’t ask too many questions. Then 2020 decided to flip field sales on its head. Suddenly, there was no field to work. Reps had to pick up the phone and *gasp* dial. Now, managers and executives have a near once-in-a-lifetime opportunity to get a firmer grasp on the activities and metrics associated with a field sales motion. Is COVID-19 the forcing function that revenue leaders have been seeking to bring these renegade reps into compliance? Is now a chance to get more understanding on field sales activities and performance quality in order to provide targeted coaching to drive better business results? Hear from both inside and field sales experts as they share their insights on bringing field reps inside, as well as their predictions for the model’s future.