Why is THE MODEL attracting attention?

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What is THE MODEL sales system? A thorough explanation of how it works, tips for success, and examples!
2023-01-10 17:23
SaaS companies

Recently, the process by which customers make a purchase has become more complicated, and there are many cases where customers find it difficult to complete the purchase procedure.

A business model that has begun to attract attention is the "THE MODEL" type of business model.

With the rapid increase in inside sales triggered by the COVID-19 pandemic, the number of companies forming THE MODEL sales structure has been increasing.

In this article, we will provide a detailed explanation of THE MODEL sales system, thoroughly explaining how it works, tips for making it successful, and providing examples.

Table of Contents [Hide]

1.What is THE MODEL?
2. Why is THE MODEL efficient?
3. Points to note when using THE MODEL
4. Tips for successful operation of THE MODEL
5. Preventive measures to avoid failure with THE MODEL
6. THE MODEL Success Stories
7. Incorporate THE MODEL to maximize your sales performance!
8. Summary


What is THE MODEL?


THE MODEL is a book by Yasutaka Fukuda published by Shoeisha in 2019 that summarizes the division of labor in the sales system at Salesforce.com, Inc. in the United States. Introducing THE MODEL sales system into your organization will improve the work efficiency of the entire company and successfully revitalize your organization.

So what exactly is the meaning and mechanism behind THE MODEL as a sales system?



How THE MODEL works


To briefly summarize the meaning and mechanism of THE MODEL, it is a "division of labor in sales activities" that refers to the allocation of work from the four processes that were previously handled by sales.

The four processes are lead generation, nurturing marketing and inside sales, field sales, and customer success, such as post-order customer support.

By dividing up these processes, which were previously all handled by sales, we can also achieve efficient success in achieving KPIs in each area.



Differences from traditional sales


In the case of traditional sales style, sales representatives would be widely involved in the customer's purchasing process and approach them at the optimal time to close the deal.

On the other hand, nowadays, when a customer contacts a company, they have already obtained information in advance via the Internet and have already formed a certain degree of willingness to purchase. Since the approach is made from that point on, it promotes efficient sales.

The mechanism that switzerland cell phone number list enables such an efficient approach is what distinguishes THE MODEL sales system from traditional sales.






Traditionally, when it comes to marketing, one sales representative was responsible for everything from lead acquisition and negotiations to closing and after-sales service.

However, if you continue with this type of business structure, it is important to note that only a limited number of people will be able to carry out the work. Therefore, a business model that has started to attract attention is the THE MODEL type sales structure.

By introducing THE MODEL sales system, you can separate tasks from marketing to inside sales, field sales, and customer success, preventing work from becoming too dependent on individual employees.

In addition, THE MODEL sales system was also put to good use in inside sales via telework, which increased due to the effects of the COVID-19 pandemic.



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Why is THE MODEL so efficient?


By implementing THE MODEL sales system, you can prevent marketing activities from becoming dependent on individuals and develop effective sales strategies for leads.

From here on, we will introduce some examples that dig deeper into why THE MODEL sales system is so efficient.



Able to act according to customer needs


Unlike in the past, the customer purchasing process is constantly changing, and consideration must be given to the needs of customers from marketing to sales and customer success. The way to approach customers in each process is also different, so it is important to act in a way that adapts to each change.

Therefore, by introducing THE MODEL sales system, it becomes possible to develop an approach that corresponds to each stage of the process, promoting effective marketing activities.

It is important to note that this allows us to act in a way that meets the customer's needs at each stage of the process, which is why THE MODEL sales structure is so effective.



Standardizing the sales process


One of the reasons why THE MODEL sales system is considered effective is that it standardizes the sales process.

Once you introduce THE MODEL, everyone will act according to the system and rules of THE MODEL, and sales will no longer be biased toward personal opinions or personal sales.

The result is a standardized, foolproof sales process that enables everyone to succeed.



Increased business efficiency


By introducing THE MODEL sales system, each employee will act in accordance with THE MODEL, which will increase sales efficiency.

Starting with marketing and inside sales, work is carried out accurately from lead generation to nurturing. Sales representatives can then focus on a series of tasks from proposing cases to receiving orders, improving sales efficiency.

From this perspective, the increased efficiency of sales is one of the reasons why THE MODEL sales system is said to be effective.



Division of labor improves skills and know-how


Another reason why THE MODEL is said to be effective is that by introducing a sales system, tasks that were previously handled by sales staff are divided into separate parts, improving overall skills and know-how.

By dividing up the work, each department can share detailed information such as customer interests and concerns. The introduction of THE MODEL also makes it possible to delve deeper into tasks that were previously handled broadly by sales staff, leading to the improvement of individual skills.

As a result, introducing THE MODEL sales system will lead to improved skills and know-how for each employee.