Cross Selling or Cross Purposes?

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Cross Selling or Cross Purposes?

• Compensation may not be the real issue re cross
  selling
• Difficulty of creating coherent offering (bundled
  products and services)
• Difficulty in defining distinct set of customers
  and designing solutions from customers
  perspective
• Training challenge
• TopTek must cultivate new skills in salespeople
  to enable them to understand decision process in
  customers shop
• Apprenticeship model better than classroom
  training
• But compensation system must reward contributions
  to solutions delivery more than it does sales