The Service Sales Process
Everyone wishes their company was better at selling services.
The chief services sales business challenge is what we define as the “sales divot.” This is the dynamic that occurs when a poor selling motion creates problems for the services organization. Poor qualification or initial positioning by sales staff creates a divot that services delivery is forced to dig out of during project implementation.
The question is simple: what tactics can service organizations pursue to actually improve the services selling motion?
With the help of member executives who have spent years gnawing on this very question, TSIA has defined five levers a company can pull to improve the services selling motion:
- Sales Processes: Optimizing the definition and execution of the processes surrounding services sales.
- Sales Compensation: Changing how both product sales reps and services sales specialist are compensated when selling services.
- Organizational Structure: Modifying the reporting structure of sales and delivery resources to accelerate the selling motion.
- Skills: Developing both sales and delivery resources to possess the soft skills required to effectively sell services.
- Offerings: Defining offerings in way that accelerates the sales cycle.
Explore the following links to learn more:
§ Blog posts
§ Conference presentations
§ Publication articles
§ Research reports
§ Webcasts