Assessing Your Sales-Marketing Interface
A Three-Step Interface Assessment Process
In Chapter 3 we looked under the hood of the sales-marketing interface and identified a range of potential causes of dysfunctional interfaces, ranging from individual differences to misaligned organizational systems and processes. We followed this in Chapter 4 by outlining a broad spectrum of solutions that companies may put to use to deal with these root causes and improve their sales-marketing interfaces. These solutions exist at three levels: The sales or marketing function, the interface, and the company. Thus, we used a very large canvas to paint the sales-marketing interface in great detail, warts and all.
However, as a manager in a company, how ...