The sales learning curve unfolds similarly through the give-and-take between the company-marketing, sales, product support, and product development-and its customers. Employees transfer knowledge and experience back and forth between the production line and purchasing, manufacturing, engineering, planning, and operations. ![]() The concept of a learning curve is well understood in manufacturing. Before it can sell an innovative product efficiently, the entire organization needs to learn how customers will acquire and use it, a process the authors call the sales learning curve. But hiring a full sales force too early just causes the firm to burn through cash and fail to meet revenue expectations. ![]() ![]() ![]() When a company launches a new product into a new market, the temptation is to immediately ramp up sales force capacity to gain customers as quickly as possible.
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