Our customers generally look for a change to drive a step-up in sales. There are different ways to achieve that. A company may buy a competitor, decide to scale-up skills, implement a new incentive system, change the sales process or try to create a new culture. Ultimately the goal is growth or increased competitiveness. Desired results are increased revenue and profit, industry leadership in innovation, high competence and skills as well as saved cost.

Another way growth may be achieved is by relying on existing resources. This inside-out approach is based on “positive deviance”. Change initiatives – especially with an autonomous sales force have a high chance to be successful when they are driven from the field, as this creates a pull-effect for implementation.

The graph illustrates the principle.