[Ecohoon] The Model Review_2

This is the second part of my review of "The Model." "The Model" is a very inspirational book. Lately, many companies are adopting the model discussed in "The Model" for their sales operations.

"The Model" discusses division of labor and collaboration. Looking at the sales process, it's divided into marketing, inside sales, field sales, and customer success management.

Each role is different. Marketing secures leads and passes them to inside sales. Inside sales classifies leads and passes them to field sales. Field sales present the service to leads through meetings, close deals, and then pass them to customer success management. Customer success managers support those customers to maintain and develop contracts.

Today, we have sharp divisions of labor, but it seems we lack beautiful collaboration. In other words, the prevalent attitude is that we just need to do our own jobs.

"The Model" suggests that customer success managers should consider what difficulties customers face while working with them and communicate these issues to marketing. It also suggests that field sales should provide feedback on whether expectations are set correctly and what is needed to improve customer satisfaction.

Field sales, while conducting meetings with actual leads, should share feedback with inside sales and correct any discrepancies between the information received and the information used to create the meeting.

Inside sales managers should provide feedback to marketing on how customers feel about the content and events, and which campaigns would be effective, based on their conversations with leads. The book argues that this two-way communication can achieve the common goal of increased sales.

While it would be ideal if it were only based on the book's content, it's an ideal system that would be great to implement in practice. If disputes arise due to inter-team competition, who gets more incentives, or who works more or less, it will not only prevent the achievement of common goals but also destroy the teams themselves. This is a foolish attitude.

It's time we adopted an attitude of mutual consideration and collaboration to achieve common goals. Individualism has taken over this era. It's a culture where you only need to do your job and take care of your share. Furthermore, free-riders are emerging. Taking a step further to help the team, moving forward with altruistic rather than selfish thoughts, will not only gain recognition within the company but also make it easier to transition to another company. The secret to success is within us.