I recently took over as the Director of Inside Sales have been tasked to an lead the transformation from an Outside/In driven sales model to an Inside/Out sales model. My company is a 35 year old Computer Hardware Manufacturer focused on IT Storage and has traditionally been focused on a Field driven go to market sales strategy, so as you can imagine this shift while be no small task. So far, I haven’t found too much online, but this posting by HBR, https://hbr.org/2013/11/the-trend-that-is-changing-sales, summarizes the trend nicely. Not sure if anyone has had any experience leading a team through this transformation, or if others are faced with this challenge as well, but would really appreciate any feedback others may have on the subject. -Chuck

Posted by: Anonymous
Posted: September 20th, 2016
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Leadership, Sales Models, Mission