Solution Selling - Necessary skills and suitable management tools for selling solutions
In order to strengthen their competitive position and gain a competitive edge, industrial goods companies such as IBM, General Electric and Rolls-Royce are increasingly offering solutions (so-called customer solutions) in addition to products and services. Sales employees play a particularly important role in the implementation of the solution strategy. Due to their direct customer contact, they can have a decisive influence on the successful provision of solutions. However, many companies report a lack of willingness on the part of the sales team to sell solutions. In addition, selling solutions often requires different skills than selling traditional industrial products (such as machines and systems). In various research projects, we shed light on the question of which skills are necessary for selling solutions and how the commitment and skills of sales staff can be promoted to sell solutions.
- What skills do sales employees need to sell industrial services and solutions?
- Which sales management tools are suitable for promoting the skills and motivation to sell industrial services and solutions?
- What role do so-called solution champions play in the acceptance of industrial service and solution strategies?
- What role does incentivising sales staff play in the success of the solutions business?
- What impact does high variable compensation have on the sale of solutions?
- Alavi, S.; Böhm, E.; Habel, J.; Wieseke, J.; Schmitz, C.; Brüggemann, F. (2021). The ambivalent role of monetary sales incentives in service innovation selling, Journal of Product Innovation Management, 39(3), 445-463 [VHB-Jourqual3: A]
- Salonen, A.; Terho, H.; Böhm, E.; Virtanen, A.; Rajala, R. (2021). Engaging a product-focused sales force in solution selling: Interplay of individual- and organisational-level conditions, Journal of the Academy of Marketing Science, 49 (1), 139-163 [VHB-Jourqual3: A].
- Böhm, E.; Eggert, A.; Terho, H.; Ulaga, W.; Haas, A. (2020). Drivers and outcomes of salespersons' value opportunity recognition competence in solution selling, Journal of Personal Selling and Sales Management, 40 (3), 180-197 [VHB-Jourqual3: B].
- Terho, H.; Eggert, A.; Ulaga, W.; Haas, A.; Böhm, E. (2017). Selling value in business markets: Individual and organisational factors for turning the idea into action, Industrial Marketing Management, 66, 42-55 [VHB-Jourqual3: B]