[Infographic] Choosing The Right Sales Model For Your Professional Services Business

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. CHOOSING THE RIGHT PS Sales MODEL PS 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 ﬁrst establish what he is trying to maximize, and then align his sales model to that charter. What are his company’s revenue objectives? In sales discussions, is his company leading with products or services? How leveraged is his sales model (i.e., channel vs. direct)? Is his company using PS to drive customer adoption and business outcomes? ACCOUNT (PRODUCT) SALES REP DEDICATED PS SALES SUPPORT DEDICATED PS SALES SERVICES DELIVERY/ MGMT ROLE identify qualify educate propose negotiate deliver support Model 1 Model 2 Model 3 Model 4 @TSIACOMMUNITY | #TSIA

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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.html

Transcript of [Infographic] Choosing The Right Sales Model For Your Professional Services Business

Page 1: [Infographic] Choosing The Right Sales Model For Your Professional Services Business

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