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Research Report

The End of the Road for Field Sales?

Over 50% of companies experienced a decline in year-over-year bookings

One of the most common questions that we’ve been asked over the last few weeks is, “What’s going to happen to field sales after the crisis is over?” It all comes down to how much of the activity that your traditional field sales force has been doing during the crisis in a “virtual mode” will it make sense to leave virtual when we return to “normal.”

This research paper looks at the different strategies and capabilities that companies can develop and implement to deal with the impact of COVID-19 on the sales organization.

Authored By:

Martin Dove

Vice President, Subscription Sales Research, TSIA

Publish Date: May 13, 2020

TSIA is well worth the investment. This is the one place where you can come and get a fusion of ideas that you can then marry up to the goals and objectives of your organization and boil that down into several actionable plans that you can implement over the next 6 months to a year.

Peg Rodarmel, SVP, Subscription Services, Infor

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