Sales Benchmarking Analysis for Digital Solutions

Selling digital solutions requires a different approach to selling traditional products. In one of the series, Grigori Bokeria and Daniel Bornemann classified digital solutions into six categories, and in part 2, they described how to prepare the salesforce for selling them. Now, in part 3, Simon-Kucher’s Sales Benchmarking Analysis for Digital Solutions provides an outside-in benchmark of sales organizations and processes.

Successfully selling digital products and services to customers has become a significant challenge for companies. Innovative products and services often generate relatively low turnover compared to hardware and service sales – a challenge which can often be tied back to the sales organization. However, with the right approach, companies can turn this around and enjoy equal…