Inside Sales vs. Field Sales: The Tandem Approach

Posted by Andy Kach on April 26, 2016

This article was originally published in the April 16, 2016 issue of The MedTech Strategist.

When we think of an inside sales team, often we have a mental picture of a master “phone jockey” bartering with an account in Idaho or Alaska, where it doesn’t make financial sense to send a field rep. That inside sales rep has full responsibility of that account and many others that fall into the category of “too small to visit in person.” There is a lot of value in finding ways to cover these types of accounts, but I’m not convinced that covering the lowest-value accounts is the best—or only—way to use an inside sales team.


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