Complex Sale or Order Taking Sales Organization

Do you have a direct sales team that works hard selling or do you have an order taking call center and website? That’s an important distinction when building a business. With a direct sales team, you have the following characteristics:

  • Bigger deal sizes
  • Longer sales cycles
  • Complex sales cycle and pricing model
  • More expensive personnel

When sales come from an order taking call center and website, you see these characteristics:

  • Larger marketing budget as a percentage of revenue
  • Smaller deals
  • Shorter sales cycles
  • Free trials as well as “free” editions

It is important to consider both of these options when thinking through the possibilities of a new business application.

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