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THE SALES
LEARNING CURVE (INVOLVED AREAS (Product
development (Foster…
THE SALES
LEARNING CURVE
INVOLVED AREAS
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Sales
Each phase requires a different
size and kind of sales force, and represents a different stage in production, marketing, and sales strategies.
Transition phase
Focus on developing a repeatable sales
model, refining market positioning, and adding
sales capacity at a rate commensurate with
the rise in the slope of the curve.
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Execution phase
Sales reps can be hired as rapidly
as the company’s management and financial
constraints will allow. In
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Initiation phase
Focus on learning about how customers
will use the product so they can support
engineering, product marketing, and marketing
communications in perfecting both the offering itself and the go-to-market strategy and programs.
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Transferring knowledge and experience back and forth between a production line and the purchasing, manufacturing, engineering, planning, and operations departments.
Framework for helping managers and investors develop thoughtful launch strategies, plan resource allocation more accurately, set appropriate expectations, avoid disastrous cash shortfalls, and reduce both the time and money required to achieve a profit.
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