Compensating Salespeople for Digital Jobs: Is This Still a Problem? Yes

Mallozzi wouldn't be surprised to see a paradigm shift to a new sales model, with an emphasis on inside sales. "Organizations need to figure out a way to sell their products and services from an inside perspective," she says. "They need people who can really talk about the value and solve problems. Maybe they're doing it over the phone, or accomplishing it by engaging with people via e-mail. I think the outside sales model is becoming pretty problematic for a lot of places."