Organization’s now face a challenge where their old products are getting obsolete, and new products are not replacing lost revenues quickly enough. Meanwhile, the organizations are also faced with managing complex, people-intensive processes often with inadequate tools. Apart from that, Customers have evolved, pipelines have shrunk, thousands of stakeholders need attention and budgets are restricted. Finally, non-traditional decision makers, such as payers in emerging markets, consumers and associations will have more control which will force companies to be smarter and more targeted with the remaining field forces while coping with various regulatory compliance.
There is a dire need within companies to do more with less. Success will be based on the value that sales reps bring to them, more than just the value inherent in the products they sell.