If you think the world’s CEOs and top sales managers don’t know squat about being solutions-centric than product-centric, which is why they’re struggling keep their heads above water, you’re dead wrong. The principle of adopting a solution-centric business model has been around some time. Everybody is doing it. But even so, why are we still having the same problems?
It’s easy to say, “We are changing our business tactics from product-centric to solution-centric. Starting tomorrow, we are going to sell not products to our customers, but solutions.” From the perspective of a sales person, it sounds about right, but it really isn’t. Focusing to be solution-centric merely at the point-of-sale means nothing if the company still retains its product-centric DNA.
What the average sales manager imposes are “pseudo solutions”, temporary fixes disguised as long-term solutions. Continue reading
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The sales manager is the sales rep’s direct line of communication between himself and his performance. If this line is cut, if the sales manager is somewhat incompetent or won’t do his job properly, then the company has a problem. One of the most important factors that could influence a sales rep’s growth in his career is the sales manager’s ability to do his job well.