I currently manage an ISR team that supports a dealer/retailer network. My team doesn't directly sell the clients product but works with the dealer base to increase their sales by providing them ideas for marketing tactics, providing ongoing training, etc. The issue I have is this same base of dealers is supported by a team of outside sales reps and I am struggling to show the value of my ISR team to the client. I currently have my team aligned with one ISR to every two TM's. I have another group of ISR's that are responsible for recruiting and onboarding. The two questions I have are: 1. Is the current ISR model, hunter/farmer not the best fit for this environment? If yes, what would be a better model? 2. What ideas does anyone have on how to show my teams value when the line between TM and ISR is non-existent? I have looked at the call metrics but I can't see any correlation between contact and sales lift. Thanks in advance.

Posted by: Anonymous
Posted: April 10th, 2018
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