From the course: Cross-Selling
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Determining your internal sales model
- When it comes to cross-selling, there are multiple ways to approach a market when you have multiple products. Unfortunately, most companies build their sales teams to meet their own goals and market share objectives with little consideration of how that structure may impact their customers. Like everything else, developing and committing to a strategic, intentional sales model begins and ends with knowing your customer. Aligning your model to best serve their model will help you maximize your sales effectiveness. There are multiple areas to address to ensure your internal sales model is optimized for your market. Let's take a look at three steps to streamline your overall sales. Step one, evaluating our customer's organizational structure. Step two, the structure of your outside sales team, and finally, step three, the organization of your internal sales team. We'll begin by looking at how your typical customer's organization is structured. For example, when you look at your various…
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