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Service Sales

In: Managing Industrial Services

Author

Listed:
  • Moritz Classen

    (University of St.Gallen)

Abstract

The responsibility of turning service expansion into topline growth resides within the sales function. However, mounting evidence suggests manufacturers are unable to capitalize on the expansion of their service portfolio. That is because commercial models have not been sufficiently adjusted to the new realitiy of industrial services becoming increasingly smart. The sales force, too, faces difficulties to adapt. The St.Gallen Industrial Service Sales Framework introduced in this chapter proposes six commercial levers sales leaders can pull to reshape go-to-market plans and the sales organization.

Suggested Citation

  • Moritz Classen, 2021. "Service Sales," Management for Professionals, in: Thomas Friedli & Philipp Osterrieder & Moritz Classen (ed.), Managing Industrial Services, edition 1, pages 83-98, Springer.
    • Handle: RePEc:spr:mgmchp:978-3-030-72728-4_7
    DOI: 10.1007/978-3-030-72728-4_7
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