Sales Modeling

With current economic times, lean FTE resources place greater emphasis upon your coverage model.  Gone are the days of “overlay” models and double-commission compensation.  Divide and conquer has become the predominant approach.

On a positive note, this does hold people accountable at the individual-level and should by default reduce redundancies.

However, there are drawbacks such as the following:

1. Subject-matter-experts (SMEs) are hard to find since everybody has seemingly been thrust into a sales role

2. Non-sales-skilled individuals have “been thrust into a sales role” such as consultants

3. Team sales collaboration is mandated which is often less than harmonious when selling into a shared installed base

Divide and conquer is an intelligent design, but requires savvy sales leadership and company-wide consensus.