Many markets today have experienced a metamorphosis from once being seller driven, where the product company dictates the market dynamics, to now being consumer driven, where the shopper drives the market dynamics. This change to consumer driven markets suggests that it is a lot less vital what the selling sales groups believe the market wants, as the shopper supplies the winning plan.

And since the buyer controls the buying bucks, somebody will always deliver what they desire. So while everybody keys in on consumer wishes today, why is there still so much churn around getting selling and sales on the same page? Because the operations processes have not modified to accommodate a consumer driven model, although sales and selling maybe have on their lonesome. How frequently is it the operations groups in your company feel overpowered with sales leads that need product changes to fulfill? Continue reading →