Salesforce Transformation to Solution Selling

Anna Salonen () and Harri Terho ()
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Anna Salonen: University of Turku
Harri Terho: University of Turku

A chapter in The Palgrave Handbook of Servitization, 2021, pp 343-354 from Springer

Abstract: Abstract A central part of a manufacturer’s transformation to solution selling involves recruiting and training salespersons who enact the critical relational processes of solution selling at the customer interface. Such solution selling involvement by the salespeople plays a key role in ensuring subsequent solution selling performance. However, given that the requirements for solution selling differ drastically from product selling, ensuring salesperson solution selling involvement is a challenging task in a transformation context. Given these difficulties, we suggest that the manufacturer undergoing a solution transformation can choose between two approaches. One alternative is to create a dedicated solution selling salesforce staffed with salespeople who possess the right set of motivations and abilities. The other is to implement a broader transformation program that facilitates the ability of the existing product-centric salesforce to engage in solution selling. It is likely that a dedicated solution salesforce staffed with suitable salespeople precedes a broader salesforce wide transformation.

Keywords: Customer solutions; Solution selling; Salesforce transformation; Sales management (search for similar items in EconPapers)
Date: 2021
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-030-75771-7_22

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DOI: 10.1007/978-3-030-75771-7_22

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