Discussions continue in organizations across the globe as they look to optimize their professional services (PS) sales models, and for good reason. An optimized professional services sales model helps organizations set realistic goals and put strategies into place that will help them achieve those goals, all while gaining a competitive advantage.

1. SOURCES: TSIA PS Compensation Study, TSIA PS Benchmark Study, TSIA PS Sales Survey.© 2020 All rights reserved. Technology Services Industry Association (TSIA)
www.tsia.com/ps
According to TSIA research,
James has four primary
PS sales model options.
Find out which PS sales
model is right for you!
TSIA helped James analyze and benchmark his
current sales model, and now his PS sales
organization is performing at its full potential.
T H E S H A P E O F
PS SALES SUCCESS
PS Sales models
James needs to optimize his PS sales model.
Which model is best for him? It depends on:
The key in determining the correct sales model for
James is to first establish what he is trying to maximize,
and then align his sales model to that charter.
What are his company’s
revenue objectives?
In sales discussions, is his company
leading with products or services?
How leveraged is his sales
model (i.e., channel vs. direct)?
Is his company using PS to drive customer
adoption and business outcomes?
ACCOUNT
(PRODUCT)
SALES REP
DEDICATED
PS SALES
SUPPORT
DEDICATED
PS SALES
SERVICES
DELIVERY/
MGMT
ROLE IDENTIFY QUALIFY EDUCATE PROPOSE NEGOTIATE DELIVER SUPPORT
Model
1
Model
2
Model
3
Model
4
@TSIACOMMUNITY | #TSIA
PS SALES SUCCESS