A recent article about traditional sales territories versus market segmentation has been garnering a good deal of discussion that has carried over into Twitter and LinkedIn as well. One commenter writes, “Your article has sparked discussion on whether or not segmentation would make sense in our world and, if so, if/how that could be accomplished to best suit all parties.”
On the surface, the article is about whether one sales model is better than another. And I can confidently say that no single model is best for every company. For some companies, market segmentation just doesn’t make sense, either due to territory size (more windshield time), small number of markets or other varying reasons.
Underneath this surface of the article is another question: do you follow business practices because they are the best practices for your company, or do you do things a certain way because that’s the way they’ve always been done? It’s great to see comments like the one above showing that GAWDA members are challenging themselves with this question.
Many GAWDA members have formal programs like Continuous Improvement, in which they identify and remove wasteful practices. Formal program or no program at all, it never hurts to take a look at your process and see if they are the most efficient, most productive and—most of all—if customers appreciate the effort, or even notice it at all.
What business practices have your reflected on and changed at your business? Share by leaving a comment.