Discussions continue in organizations across the globe as they look to optimize their professional services (PS) sales models, and for good reason. An optimized PS sales model helps organizations set realistic goals and put strategies into place that will help them achieve those goals, all while gaining a competitive advantage.
But there is one key caveat to achieving PS sales success: your PS model must revolve specifically around what your business is looking to maximize. So how do you determine which sales model is right for you? TSIA's PS Research Team has determined four key questions each PSO should ask itself, shown in the infographic below.
Your answers to these key questions will help you to determine your areas of focus. And once you’ve done that, all that’s left to do is to align your sales model to that charter. TSIA's Professional Services Research Team is here to help you find out which sales model is right for you.
About the Author
Bo Di Muccio is vice president of professional services research for TSIA. He is also the chairperson of the TSIA Professional Services Advisory Board. Previously he served as the senior director of research and advisory services for TPSA.Keep the conversation going with Bo. He may be reached at firstname.lastname@example.org.