Another Look at Matrix Management: Integrated Selling For More Value
Yes, conceptual change is yawnable today because it’s so persistent and pervasive. At an individual level, however, the challenges of change take on real significance.
Typically, today’s employee vocalizes support, even enthusiasm, for the change that is entailed in moving to matrixed selling, integrated selling, cross-selling or call it what you will. Indeed, it’s best to assume that the individual embraces the change fully. So how do we get to smashing success? How can we overcome those silent hesitations that are capable of suppressing full progress? Indeed, how do we shift from the comforts that were described earlier in this discussion?
Comforts of Non-Integrated Selling
- Product/service-specific influence and predictability
- Familiarity of in-company contacts for a given product/service set
- Deep product/service familiarity and confidence in the ability to recover from disservice, product failures, customer irritation and disappointment, etc.
- Unambiguous sales credit
- Independent and individual freedom
- The sense of indispensability that derives from the “golden connection”
There are shifts away from these comforts that can be implemented successfully in a way that sets integrated selling on fire. One size does not fit all when it comes to “handling objections” related to these factors. It is, however, important to identify and address these and other hesitations that can impede success. Yesterday’s comforts need to be replaced by tomorrow’s comforts borne of a new way of unleashing the power of integrated selling and the horizontal organization. At Strategic Futures®, that’s one of the ways in which we can help you achieve success with more sophisticated organizational strategies and structures.
Change organizationally. Change individually. Change hearts and hands as well as heads. If you do everything, you will win more sales.
For more information on this subject, please contact us.