Are Your Sales Reps Spending Too Much Time in Front of Customers?
Salespeople are spending less time actually selling to customers, and more time on internal activities, than they were just five years ago. But before you pine for the “good old days” when reps spent more time in the customer’s office than in yours, what if we told you that having your reps spend less time face-to-face with your customers might actually be a good thing? +
– The Conversation – Harvard Business Review http://goo.gl/ml6TV