Why is it important to integrate your selling chain?
Since the proliferation of the Internet in the mid-1990s, companies began communicating faster and more efficiently than ever before. In part due to technology improvements, the Salesperson's role has been redefined.
No longer do Salespeople have a limited set of offerings to sell. Instead a dramatic shift has taken place from product-based selling to complex solution selling. This transition has created a need for companies to sell through multiple sales channels, and spawned a proliferation of shifting new Business Alliances.
With new products, services, and solutions continually being introduced to the market, it has become virtually impossible for a company's sales team, distribution partners and/or resellers to fully understand how to effectively sell the entire portfolio of a company's solutions.
Today, "sales know how" is no longer just a function of the individual salesperson. It is spread across all cross-functional groups in a company's selling chain. And since this "how to sell" knowledge comes from different business units, it must be consolidated into actionable "sales ready" content that can be accessed and continually improved by all business units and partners in a company's selling chain.
In today's fast-paced global economy, companies need to transition from an individual approach to selling to an organizational approach to selling.
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