THE SALES FORCE THAT got you here may not get you there, especially if your offering, company strategy, or marketplace has undergone significant change over the last 5-7 years. We find that the following “shifts” in sales strategy and approach are particularly difficult for organizations to navigate successfully without at least some redesigning of the sales force structure, key roles, or talent requirements:
|A Technical Product||A Business Solution|
|Specific Products sold to Specific People or Departments||Integrated Solutions that must be accepted by multiple departments or functions.|
|Sales Force organized by Product||Sales Force organized by Customer Type, Geography, or Use Case|
|Product Differentiation||Business Value of the Total Solution|
You may not have the right sales force.
“Shifting our sales organization to sell on value – and capture more value for ourselves — was a big change for us. It wasn’t fast, easy or cheap. But it was worth it. My advice to those considering Ted’s services is to make the long-term commitment to implement these approaches, and stay the course. You can’t be half pregnant. And you can’t half transform. Ted and his team at Entheon will help you get to the results you are looking for. I highly recommend them.”