There are three fundamental dimensions to differentiation: product or technology differentiation, customer proximity and operational efficiency. If you feel that you’re in this commoditization-is-upon-you timeframe, now is the time to decide which is your main differentiator and which is your secondary. Because once you decide that, you can deal with this other question of how to incent the sales force. If the sales force is confused about product differentiation vs. customer relationship, you’ll never get alignment.
Like this content? Why not share it?
There Are No Comments
Click to Add the First »
Click to Add the First »