Can sales calls to drive your innovation efforts? - AIM Institute It is unreasonable to expect sales calls to drive your innovation efforts.
The AIM Institute > Awkward Realities > It is unreasonable to expect sales calls to drive your innovation efforts.

Awkward Reality #49

It is unreasonable to expect sales calls to drive your innovation efforts.

Dan Adams |
49 Sales Visit

Your sales force should play a key role in innovation-focused interviews. But not by themselves. Unaccompanied sales reps seldom attract all the right customer contacts, and they’re not rewarded for the long time horizons required. Besides, market-facing innovation requires central coordination, since a single sales territory won’t contain all the needed prospects.

More in article, Why Your Sales Force Can’t Hear the Customer’s Voice

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