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miniming Mitglied
Angemeldet: 12.11.2020 Beiträge: 110
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Verfasst am: 12.03.2021, 07:29 Titel:
How Many Products Can A B2B Sales Rep Sell? |
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How Many Products Can A B2B Sales Rep Sell?
Despite an unprecedented pandemic, lockdown and socioeconomic crisis, there were 12,123 American business mergers and acquisitions in the year ending August 31, 2020 — a rate of 1.4 companies sold every single hour, despite the 15 percent decrease from the previous 12-month period. With this extraordinary pace of change comes the inevitable downstream impact on frontline sales organizations: carrying a different product line, message and motion into the field — sometimes immediately, and often without adequate planning or training.
Beyond the scope of M&A, the normal pace of existing product evolution creates new challenges and pressures for sellers: the time and effort required to understand the new offers, buyers and needs; learning how to integrate new offers into selling motions; and modifying selling activities and motions to accommodate all these changes.
Even with adequate planning and training, the burden that such changes place on B2B sellers is high. When does the pressure become too much?
At this year’s Forrester B2B Summit North America, Forrester will address the complications that often arise when M&A outcomes — and other sea changes that executive decision-making around new products, buyers and markets needs to address — cascade down to the rep level, in the “Everyone Sells Everything … Until They Can’t!” track session on Thursday, May 6. At the heart of our thinking is this hypothesis: As organizations continuously add complexity to a B2B seller’s mission, there must come a point when overload occurs, the straw breaks the camel’s back, and misalignment between the increasing demands on a seller and their ability to deliver on requests from above ends up hurting the company more than helping.
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Verfasst am: 18.03.2021, 09:02 Titel:
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