Gartner Research

Nine Ways to Make Your Sales Organization Bimodal and Drive PC Business Growth

Published: 29 June 2017

ID: G00332854

Analyst(s): Tracy Tsai , Tuong Nguyen , Lillian Tay

Summary

PCs have been sold the same way for 25 years. The challenge of reviving revenue streams from the stagnant PC market goes beyond sales leaders. Technology business unit leaders should innovate their current sales structure and explore new business models.

Table Of Contents
  • Key Challenges

Introduction

  • Best Practices for Mode 1 — Adjust Sales Target for Sales Representatives Based on Accelerators for Higher-Margin Units
  • Best Practices for Mode 2 — Explore New Business Development to Drive New Digital Business

Analysis

  • Mode 1 — Adjust Sales Target for Sales Representatives Based on Accelerators for Higher-Margin Units
    • Change Current Sales Incentives to Drive Premium PC Models
    • Improve the Mechanics of Cross-Team Communication and Collaboration
    • Prioritize Channels That Focus on Selling Premium PCs Rather Than Volume
    • Collaborate With Sales and Product Teams for Product Design
    • Assess Launching an as-a-Service Model
    • Explore New Opportunities Deriving From New Cellular Data Service Revenue From Always-Connected PCs
    • Expand New Business Development Partnerships
    • Explore New Indirect Channels to Engage With Your Customers
    • Train and Educate the Sales Force on the New and Emerging Technologies That Will Increase Customer Business Value the Most

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