"Innovating the Internal Sales Desk" study takes a comprehensive look at the next generation of internal wholesaling.
The internal sales desk has become a key strategic element in the quest for more cost-effective distribution. With travel and expense budgets under pressure, territories stretched, and intermediary firms becoming more demanding, the marketplace is requiring more of the internal desk than ever before.
Accordingly, the industry has responded in a number of ways. Fundamental industry efforts have included changing internal and external wholesaler staffing ratios, fortifying the internal desk's technological capabilities, and developing the direct-selling internal wholesaler.
kasina's study surveyed the industry's leading strategies in generating greater scale at the internal desk, and the organizational and technological structures that support them. The report provides insights on how to organize and prepare your organization for the next phase of internal wholesaling.
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The report provides readers with the following unique insights:
- Significance of Changes to Organizational Structures of the Internal Sales Desk
- Detailed Analysis of Critical Components of the Internal Sales Desk
- Critical Evaluation of Current Models and Initiatives
- Trends Associated with How Models Are Changing
- Strategies Evoking Change within Models
- Developing an Effective Internal Sales Strategy
- How Firms Should Change Their Models for the Future
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