1、facilitate cooperation with solutions entity Week12345678910111213141516 Month1234 An “incremental layer” type solutions business can be setup within three to six months Key ActivitiesTimeline 29 APPENDIX 30 SELLING SOLUTIONS: IMPLICATIONS FOR SALES FORCE TRANSITIONING FROM PRODUCT SELLING Sales for
2、ce options Set up dedicated solutions sales force Train existing sales force Integrate outside solutions specific talent into existing sales force Components (“commodity”) segments Transactional sale Solutions (“value added”) segments Consultative sale Requires different skill set Solutions require
3、a consultative sales approach with direct implications on the sales force organization 31 SETUP OPTIONS FOR A DEDICATED SALES FORCE (INDEPENDENT COMPANY MODEL) Independent solutions selling approach BU Sales force Customer Solutions business sales force approaches customers separately from other bus
4、iness units (sharing leads as appropriate) Over view CrossBU enablement Team selling approach Combined crossBU sales force approaches customers with solutions business offerings and component business offerings Dedicated cross-BU account management Sales initiated and coordinated through existing ac
5、count managers for key accounts Solutions BU BU#2BU#3Solutions BU BU#2BU#3Solutions BU BU#2BU#3 Sales leads A dedicated solutions sales force enables several cross-business unit configuration options for solutions selling 32 DIFFERENCES BETWEEN SOLUTIONS SELLING AND KEY ACCOUNT SELLING Typically eac
6、h account manager focused on one individual customer One face to customer for all transactions Close to CEO and purchasing department Key account sellingSolutions selling Customer relationship Knowledge/ skill set Personable, smart, relationship experts Product expertise Greater than 6 to 8 years ex
7、perience Report to head of KAM group/VP of sales Evaluated by total business volume with a specific customer Contractsigning authority Typically focused on solutions within one industry vertical One face for scope of solution only Actively attempt to expand solution space Reach out to technical lead
8、ers and key decision makers (CEO, CIO, COO) Tend to have technical background Vertical expertise 2 to 4 years experience Good project scoping and definition skills Report to head of solutions business Evaluated by total business volume of solutions offering Uses KAM to get access to client Dedicated
9、 sales force for each solution Organization While there are some similarities, the attributes of a successful solutions sales force differ significantly from the profile of a key account representative 33 Department within lead BU Solutions efforts budget + investment into back office Solutions efforts budget + investment into new company CHARACTERISTICS OF ORGANIZATIONAL OPTIONS Distinctive offerings Management ownership/ commitment Governance and contr
