Direct Sales - ServiceSource
When your company sells through a direct sales force, you may face the following challenges:
- Limited sales coverage. Dedicating sufficient resources to renewals across your entire customer base can be difficult, particularly for smaller customers or international markets.
- Limited end customer interaction. Your limited service renewal resources may require you to narrow your focus to top strategic customers, excluding customers in other segments.
- Lack of focus and expertise. Your service sales may be managed by field or product sales people who are not well-trained or compensated to sell services. Or your renewals may be handled as a back-office or administrative function.
- Poor visibility into services sales pipeline. Because information about service revenue is often spread across many systems, you may have limited visibility into your pipeline and performance to drive accurate forecasting.