In today’s world, change is constant in life and business. How you and your sales team manage this flux will determine your bottom line — regardless of whether the change involves emphasizing a new product lineup, introducing new services, or adjusting your mix of customers.
Most companies adhere to an “X-to-Y” change model when implementing sales transitions. If product X sells well, for instance, they introduce product Y in limited quantities. As Y starts to show promise, upper management begins to deemphasize X in favor of Y.
