Field Sales Effectiveness
As industries develop and mature, consolidation occurs and product-centric sales models must morph into customer-centric structures that enable cross-selling, collaborative selling, and quite often a broader solution value proposition targeted to more senior buyers. Making this transformation is critical for many companies, and can result in access to greater share, transaction size, customer influence, and selling leverage.In our recent Sales Effectiveness study, 53% of sales executives surveyed said that “creating a clear sales organization strategy” was a top challenge. However, an even greater number, 58%, cited “translating the strategy to action with the channels and sales organization” as a top challenge. So while coming up with an effective sales strategy is difficult, implementing the plan is an even tougher task.
MarketBridge is strong in both determining the correct sales course and implementing that strategy. Our “Sales 2.0” methodology rethinks traditional coverage, “hunt/farm” models, alternate channel integration, and compensation models by producing high-value solution sales. Product experts must become business developers; the sales team must be integrated with distribution and low-cost channels; while solution design, partner teaming, role specialization, and margin management become critical enablers.
