Partners in Excellence
MAY 23, 2024
Since the target customers, initially, for these tools were individuals and small teams, the methods others had used in consumer product selling were adapted. And assembly line process started to emerge. Toss X number of customers into the beginning of the assembly line and Y in POs would emerge from the end of the line.
Sales Hacker
FEBRUARY 1, 2022
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Partners in Excellence
APRIL 12, 2023
There seems to be an arrogance or conceit in so many of the conversations I see about the future of selling. My feeds are filled with new technologies, new selling models, new engagement strategies, new organizational structures. Sellers have, blindly, applied “manufacturing” technique to managing their selling process.
Partners in Excellence
JUNE 12, 2023
So much of what our focus in “modern selling,” seems to be the adaptation of Lean Manufacturing techniques into selling. We’ve created “assembly lines” with specialized functions, passing our customers from one station to the next. We need to think about what it means to achieve our quotas.
Highspot
JULY 31, 2020
After all, you wouldn’t put a new recruit in charge of your enterprise accounts; similarly, a rep with deep experience in healthcare would probably struggle to sell into tech. There are three main models for sales teams: the assembly line, the pod, and the island. The Assembly Line. Is not suited to scale.
Partners in Excellence
FEBRUARY 15, 2021
We take them through the same standard “handling” as we engage them and move them through our selling process (forget they have their own buying processes and they struggle with it.). Selling is a human process. We use the same email campaigns, “Dear occupant or current resident,” they each say the same thing.
Partners in Excellence
JUNE 30, 2023
Whether it’s specialization in how we move our customers through the “sales assembly line.” We focus our skills development on product training and selling skills. We see YoY declines in performance and quota attainment. ” how we staff these roles, how we look at new and current customers.
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