In Adapt the Structure of Your Sales Force to the Life Cycle of Your Business, they begin to compare how you must constantly change sales force you use during the product or business life cycle. . There are four factors that companies specifically need to change over time: size, role, degree of specialization, and effort. One of the trickiest things about salespeople and customers is that they don't aim for change, they strongly resist it. Both people feel comfortable, which often leads to failure to achieve goals, which is when they are forced to change. Unlike previous years, companies are able to move through the four phases much more quickly, which means the sales force must be flexible. As noted in this case, research has shown that companies are more successful when their sales force structures change in ways that loosely correspond to the stages a commercial product goes through during its life cycle. Say no to plagiarism. Get a tailor-made essay on “Why Violent Video Games Should Not Be Banned”? Get an Original EssayOne of the critical decisions that smart businesses focus on is whether to create their own sales forces or simply depend on sales partners. But as companies reach maturity, they must strive to be more profitable and make their sales forces more effective. Creating your own sales force can cost a company a lot of money if it doesn't make the right decisions. Therefore, when you choose to partner with other companies, you do not have to pay fees for building and maintaining sales forces. But in doing so, many businesses end up relying on their sales partners for too long, because they don't have control over the sales activity and can't rely on customer relationships. When starting a business, obviously product lines are narrow, and you have a small market. When starting to scale, sales managers need to focus on two things: size and specialization. To succeed as a business, you will need to build a reputation. But like anything, businesses will reach their period of maturity or decline. When this happens, as salespeople attempt to change the way they sell, companies will need to consider splitting their sales forces into two groups: those focused on new products and those focused on legacy products. By optimizing resources, companies will focus on the effectiveness of their sales force. This means focusing on their sellers, not the customers since you don't have factual data on which product they will want, yours or your competitor's. What companies should avoid is playing the soft card by selling products that are easy to sell. Efficiency is not easy for a business, like anything else. They will have to find the most economical means to accomplish their work. In times of decline, this means that the company's customers have shifted to their competitors due to the loss of product advantage. It is possible that periods of decline are temporary, meaning that managers focus on the likelihood of a turnaround. These often require a different sales force than the company already has, which almost always means the possibility of reducing sales forces at short notice. After reading this case, I.