Partners in Excellence

MARCH 31, 2017

Each step of our sales process is optimized to maximize the results our sales people get. We recognize different skills and capabilities are needed in different stages of the sales process. We start feeding customers through our process, moving them from person to person. And they are emotional. You must get rid of Variability!”

Assembly Line 59

Assembly Line Manufacturing Account management B2B 59

Partners in Excellence

NOVEMBER 27, 2018

This has a number of advantages, skill levels don’t need to be as high, we can leverage role specialization more effectively (creating sales assembly lines with customer widgets passing through each station), and we can effectively leverage all the traditional selling skills. But there are limitations to this.

Sell 93

Sell Objection handling Assembly Line Territory 93

Partners in Excellence

MARCH 22, 2017

Where product lines are very diverse, with different and unrelated buyers within the account, this issue may not be important (But I’m still driven by my mantra, “It’s our God-given right to 100% share of customer and territory…”). Enter the realm of account management/territory.

Territory 48

Territory Sell Assembly Line Manufacturing 48

Highspot

JULY 31, 2020

There are three main models for sales teams: the assembly line, the pod, and the island. The Assembly Line. In the assembly line model, also known as the hunter-farmer model, sales teams are organized based on each individual’s job title. Moves customers through your sales process quickly.

Assembly Line 72

Assembly Line Territory Strategize Education 72