The Five W's for Creating New Sales Roles in Your Company
One of the highest compliments we have received was from the president of a company, who said, "You brought order to the chaos we were experiencing in the coverage of our customers." Essentially, what we suggested for that company (and what we suggest to all companies as they progress through business growth) was that it proactively define new sales roles to match the requirements of the growth phase it was in at that time. This is important because without clear, well-defined sales roles, a company runs the risk of not attracting and retaining the people it needs in order to create and sustain differentiation in selling to and interacting with customers.
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