[infographic] choosing the right sales model for your professional services business
DESCRIPTION
Meet James. He is a professional services executive who needs help choosing the right sales model for his business. The Technology Services Industry Association (TSIA) has research and benchmarking tools that can help James make the best business decisions to grow revenues and increase margins. Do you want to be like James? Find out what sales model is right for your business.http://www.tsia.com/focus-areas/professional-services.htmlTRANSCRIPT
SOURCES: TSIA PS Compensation Study, TSIA PS Benchmark Study, TSIA PS Sales Survey.© 2014 All rights reserved. Technology Services Industry Association (TSIA)
www.tsia.com/ps
According to TSIA research, James has four primary PS sales model options.
Find out which PS sales model is right for you!
TSIA helped James analyze and benchmark his current sales model, and now his PS sales organization is performing at its full potential.
C H O O S I N G T H E R I G H T
PS Sales MODELPS Sales MODEL
PS Sales models
James needs to optimize his PS sales model. Which model is best for him? It depends on:
The key in determining the correct sales model for James is to �rst establish what he is trying to maximize, and then align his sales model to that charter.
What are his company’srevenue objectives?
In sales discussions, is his companyleading with products or services?
How leveraged is his salesmodel (i.e., channel vs. direct)?
Is his company using PS to drive customeradoption and business outcomes?
ACCOUNT(PRODUCT)SALES REP
DEDICATEDPS SALESSUPPORT
DEDICATEDPS SALES
SERVICESDELIVERY/
MGMT
ROLE identify qualify educate propose negotiate deliver support
Model
1Model
2Model
3Model
4
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