There has been a perceived shift in distribution of sales staff from field to inside salespeople, and a new Velocify study conducted by University of Southern California professor Steve W. Martin quantifies the change and the factors driving it. According to the survey of more than 100 senior-level sales leaders from high technology and business services companies throughout the US, 46% describe a slight (34%) or significant (12%) redistribution of sales staff from field sales to inside sales over the past 2 years.
It hasn’t been a wholesale shift, though – as about half as many have actually redistributed in the opposite direction: 21% report a slight (8%) or significant (13%) shift from inside sales to more field sales.
Nevertheless, the balance is generally towards greater use of inside sales staff – and respondents generally expect revenue generation to shift in that direction also. For example, half of telecom companies currently derive more than 90% of their revenues from field sales – but only one-quarter expect to do so in 2015. Read the rest at MarketingCharts.