Sales Management That Works

MANAGING, MAINTAINING, AND RECONSTRUCTING SALES MODELS

A sales model is not an end in itself. If target customers, their buying criteria, or your products change, you must optimize different aspects of a sales model and perhaps develop a different model altogether. To know whether, when, and what to change, you need relevant analytics and managerial smarts.

In this chapter, we’ll discuss managing and maintaining a sales model with customer conversion analytics and reconstructing a sales model when your strategy or product changes, or—as is increasingly common—if your business shifts to a subscription model.

Problems and Opportunities of Customer ...