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Despite giving lip service to these concepts, it seems our actions are focused on the opposite. We are creating massive sales assemblylines optimizing the order taking process. We talk about sales people as problem solvers, working with our customers to identify and help solve their problems.
How you organize your sales team will be determined by the regions you serve, the number of products and services you offer, the size of your sales team, and the size and industry of your customers. Your sales organization is in charge of generating revenue for your business by convincing buyers to purchase a product or service.
To put customers on an assemblyline where they are touched by an SDR, moved to an accountmanager, moved to a demo-er, moved to the next step and the next and the next…until the customer makes a decision. Their goal is to instrument and design every word that comes out of the mouths of their people.
Isn’t it ultra-satisfying to watch a perfectly automated factory assemblyline? Salespeople create relationships, but it has traditionally been up to the customer success or accountmanagement team to nurture them. It could be cars, machinery, or maybe just ice cream sandwiches. See how smooth things are?
We have highly focused roles, each role focuses on it’s job in the sales process, once complete, the widget–I mean customer, is passed to the next function, then the next, then the next… on down the sales assemblyline. Increasingly, we are driving customers to self-service.
The amount of products and services that a company offers is another factor in sales motivation. A company in the Financial Services or Banking industry. With the role of HR Manager. The AssemblyLine. The Assembly, Island and Pod organizational models are not the only ones. Product/serviceline.
Its narrow offerings were all produced in an assembly-line-style system. After success with early clients, she then expanded the agency's services into social media marketing. They wanted to offer a well-rounded suite of services to their clients. Service by them. But she soon realized something wasn't working.
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