In this topic
The challenges of strategizing the conventional sales organization to meet the demands of new strategies and new types of business-to-business customer. An agenda is developed for executives with two major elements: Making the Sales Organization Strategic (Involvement - putting sales back into strategy; Intelligence - you are what you know; Integration - getting your act together around customer value; Internal marketing - selling the customer to the company; and Infrastructure - aligning sales processes and structures with business strategy), and Broader Challenges (Inspiration - filling the leadership gap; Influence - the power to change things; Integrity - the challenge of corporate social responsibility and ethics that matter to customers; and International - looking beyond national boundaries because customers do). This provides a framework for executives to evaluate how strategic their sales organization is and how strategic it needs to be to meet new challenges. This presentation would be based on the book: Nigel F Piercy and Nikala Lane, Strategic Customer Management: Strategizing the Sales organization, Oxford: Oxford University Press, 2009.
Why is sales back on the boardroom agenda? Understanding sales as place where there is added value.
The traditional differences between Sales and Marketing have changed, giving to sales a much bigger strategic role.