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Segmentation or Specialization? Jack of All Trades or Master of One?

The question above was presented to a group of sales management professionals on a group at Linked In. Many people said it depnds on the products and how similar they are. That’s an important consideration, but the product is only one small part of  the overall  consideration. Here are three more critical factors to consider: A) Do the products require interactions with different roles on the customer side? B) How frequently will any new skills be used with a new product? and C) Do the realtionships that matter overlap and are they truly leveragable or not? The answers to these questions will tend to suggest either segmentation, additional sales team roles, or consolidation. For example, these questions often come up when a new product is added to the rep’s bag.

Posted in Acquisition Integration, Customer Engagement, Sales Process