More successful manufacturers have focused on 6 areas to help their company's take advantage of the new consolidated customer base and service requirements. Their focus involves:

• Segmenting customers and channels to identify the greatest growth opportunities.
• Approaching customers as a business aligning around cost/profitability objectives and success measures.
• Establishing Demand Generation and Demand Fulfillment Services that provide competitive advantage.
• Aligning the organization around the new customer base and service requirements.
• Developing information technology to guide customer management personnel in making business-building decisions.
• Hiring, training, and developing personnel around the new skill sets required.
  

These changes allow companies to Transition from Sales to Customer Development business approach with their customers. Where is your company in this transition?

CMS facilitates Game Plans, which allow management to establish a customized plan designed to transition their company.

To help individual managers, CMS provides Share Groups for Vice Presidents and the broad range of emerging Sales Management disciplines.

CMS also provides a full range of Training and Development Courses.