How Companies Deploy New Sales Roles
One of the most common questions we are asked by top managers is, What is the prevalence of the new sales roles defined through the use of the tools and practices described in your book? Shortly after the publication of the first edition, we initiated a study among fifty-three companies that designed 236 jobs as a result of applying the concepts, principles, and techniques described in our book. Using the Sales Strategy Matrix (see Figure 3-1) as a point of reference, we learned the following from these companies:
Our survey participants reported that they use four different types of selling roles, as defined by the cells in the Sales Strategy Matrix. Figure 3-3 shows the most prevalent selling role combinations ...
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