CONSTRUCTING AND CLARIFYING SALES MODELS
Every company has a sales model—a process of selling efforts, based on implicit or explicit choices. The issue is whether your sales model deals effectively with target customers as they buy today, not yesterday, and reflects correct strategic choices in a process that can be communicated and scaled.
This chapter discusses the failure of many sales models to respond to the current buying landscape, core components of a coherent sales model, and the value of clarifying these components for issues ranging from cash flow to pricing to metrics. The next chapter discusses required analytics in managing and ...
Get Sales Management That Works now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
