Blog Post by Christian Homburg and Sebastian Hohenberg about „Motivating Sales Reps for Innovation Selling in Different Cultures”
The commercialization of innovations is the lifeblood for most organizations. However, bringing new products successfully to market can be a complex and difficult challenge, especially if your company operates in a business-to-business (B2B) environment. The sales force is often the dominant sales channel, and it can be a potential bottleneck in the route to market of innovations. That is why it is especially important for B2B firms to direct and guide their sales forces for successful innovation selling.
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The blog of the Center for Services Leadership within the W. P. Carey School of Business at Arizona State University (ASU) portrays relevant scientific research in the area of service innovation by combining the latest scientific insights from the academic world with the best of business strategy in the real world.