Reinventing Distributor Sales and Service:
Integrating Field Sales, Telephone Sales and Customer Service

Several diagnostic and analytical tools can help a company understand the potential impact of an integrated sales team model and design. This report details two diagnostic tools, the salesperson lifecycle assessment and the customer lifecycle assessment, and how they can provide the rationale for and help to inform the design of an integrated sales model.

You’ll learn how to:

• Assess the lifecycle of salespeople and their capacity for growth.
• Evaluate current resources and how they are allocated.
• Dissect the customer lifecycle for growth.
• Position salespeople in the right roles to nurture the most customers throughout the lifecycle.

An integrated sales team model allows distributors to optimize current customer relationships and start to build prospect relationships.

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