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:
FROM | TO | ||
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 |