Job Design—Process Design and Improvement
Sales entities must continually evaluate customer contact jobs to ensure alignment with sales objectives. Our consultants help configure jobs to address the following selling challenges:
- Sales versus Service
- Generalist versus Specialist
- Hunter versus Farmer
- Product Selling versus Solution Selling
- Outside versus Inside Sales
- Outbound versus Inbound
- Vertical versus Stratified
- Direct versus Indirect
- National versus Local
- Product Overlay versus Market Overlay
- Large versus Small Accounts
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