Host: Richard Higham, Managing Director SalesLevers

Drawing on his recent opinion editorial in The Times Raconteur Sales performance supplement, Richard gives a concise, clear and challenging view to reflect on. 

He argues that Covid 19 has accelerated 4 drivers for sales change that were already evident and he looks at the hybridisation of field and inside sales. 

He provides a stimulus to re-address segmentation and coverage models and strategic account management, takes a look at quotas and compensation, and he reflects on the move from sales forces as a "standing army" to a "rapid reaction force".

Key takeaways:

• How sales has been impacted

• Areas to focus on as you plan for change

• How to be ahead of the pack in future months