PANDEMIC EFFECT: The blurred line between Field Sales and Inside Sales

After March 2020, the profession of field sales?went on a sabbatical – that is now going on 16 months. Of course, the position didn’t go away but how field sales people connect with new prospects and nurture existing client relationships has changed radically – and most likely forever.?

As a result, the fine line between Field Sales and Inside Sales has become even more blurred – and, as a result,?companies are?in the midst of?radically reallocating sales and marketing resources based on what they’ve already learned.?

While it is too early to come to any definitive conclusion – at least from our vantage point, as?recruiters – we believe inside sales, account management and customer success professionals are in pretty good shape,?provided?they achieve their goals. However, many who have been in “road warrior” field sales roles need to prepare for the worst – and hope for the best. Even if the pandemic miraculously disappears tomorrow – the profession of field sales will likely never be the same.?

Are we suggesting that “field sales” will go away? Of course not. However, there is a tsunami of change coming ashore that will vastly change the way field sales will be conducted in the future – at least for most companies. For some of the more digitally-savvy sales professionals, these changes will be empowering and welcome – for others, it might mean a career course correction.?

If you’re a sales leader – or a field sales professional – we’re happy to discuss, in confidence, how?FiveChairs?can help prepare your organization or your career for the changes ahead.

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FiveChairs Talent is a Nashville-based recruiting firm and has been one of the areas top recruiters since 2003 and noted experts on?résumés, career personal branding and navigating the Nashville area job market.

Employers pay for 100% of all placement fees.

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