The traditional field selling role has evolved from what once was a group of autonomous individual contributors to teams working in a coordinated fashion with a variety of stakeholders. Obviously, this evolution comes with growing pains, but those pains can be alleviated with the right team structure and the appropriate operating capability.
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Pete Masloski is a principal in ZS’s Evanston, Ill., office and is a member of the firm’s medical products and services team. Contact Pete at Pete.Masloski@zs.com.
Those that build the required capabilities will win in an increasingly complex market.