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New seller responsibilities are emerging to meet 24/7 customer expectations before, during and after the sale. New roles are being deployed to support such coverage, such as the post-sale Success Manager. What exactly are these new roles and how do they change the way in which field sellers should be measured and goaled
New roles are emerging to support coverage of the 24/7 customer such as Field Marketing Support Managers and Success Managers, to name two. How do such vital, new team members change the way in which field sellers manage customer coverage? And how does this impact the way in which they should be paid?
The 24/7 customer expects access to insights and assistance when and where they want it. This is often achieved with digital connectivity. How does this change the way in which field sellers do their job? What new competencies are required to do this job well? How do they get it?