Publications

  • Is That Customer Worth Your Time?

    June 05, 2018 | Bain Brief

    “I would buy more from you if I saw my sales rep more often.” It’s a common lament from buyers in many business-to-business (B2B) markets. And it stems from the fact that many sales representatives are squeezed for time and thus not as available as they once were.

  • Three Strategies for Successful Sales Force Management - Bain Seoul

    April 13, 2015 | Sales & Channel Effectiveness | Maekyung Economy

    Bain & Company's study of the best global sales force companies revealed three critical elements in sales force management. The first factor is maintaining a career rewarded in accordance with sales skills and results until retirement.

  • Salesforce effectiveness: A case study

    November 05, 2013 | Sales & Channel Effectiveness | Bain video

    Dianne Ledingham, a Bain & Company partner based in Boston and a leader in the firm’s Customer Strategy & Marketing practice, explains how customer segmentation and a new account model can help a telecom company provide the specialized service that customers have come to expect.

  • Salesforce effectiveness: An overview

    November 05, 2013 | Sales & Channel Effectiveness | Bain video

    Dianne Ledingham, a Bain & Company partner based in Boston and a leader in the firm’s Customer Strategy & Marketing practice, explains why a finely honed sales model is crucial to meeting the sophisticated needs of today's business customer. A successful account model requires salespeople to