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2021 | OriginalPaper | Buchkapitel

Salesforce Transformation to Solution Selling

verfasst von : Anna Salonen, Harri Terho

Erschienen in: The Palgrave Handbook of Servitization

Verlag: Springer International Publishing

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Abstract

A central part of a manufacturer’s transformation to solution selling involves recruiting and training salespersons who enact the critical relational processes of solution selling at the customer interface. Such solution selling involvement by the salespeople plays a key role in ensuring subsequent solution selling performance. However, given that the requirements for solution selling differ drastically from product selling, ensuring salesperson solution selling involvement is a challenging task in a transformation context. Given these difficulties, we suggest that the manufacturer undergoing a solution transformation can choose between two approaches. One alternative is to create a dedicated solution selling salesforce staffed with salespeople who possess the right set of motivations and abilities. The other is to implement a broader transformation program that facilitates the ability of the existing product-centric salesforce to engage in solution selling. It is likely that a dedicated solution salesforce staffed with suitable salespeople precedes a broader salesforce wide transformation.

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Titel: Salesforce Transformation to Solution Selling
verfasst von: Anna Salonen
Harri Terho
Verlag: Springer International Publishing
Buch: The Palgrave Handbook of Servitization
Print ISBN: 978-3-030-75770-0

Electronic ISBN: 978-3-030-75771-7

Copyright-Jahr: 2021
DOI: https://doi.org/10.1007/978-3-030-75771-7_22