Brent and Randy

The Changing Role of the Distribution Sales Rep


The salesperson of yesterday is no longer a great fit for today’s markets. In this video interview, Randy MacLean and Brent Grover discuss how the sales rep’s role is changing and why the old role doesn’t work well with modern systems.

This includes a discussion of sales force specialization, a look at sales reps’ historical role as a gatekeeper, and the things that need to change to vastly improve your sales strategy.