Bottom Line: Companies gain a competitive advantage when different divisions, such as sales and marketing, share non-quantifiable information. But to support the flow of this all-important tacit knowledge, managers must encourage social ties and cross-functional relationships.
Salespeople occupy unique positions in their companies, transcending traditional organizational borders. In a business-to-business context, they have one foot in their home office and the other in their clients’ conference rooms. And in a business-to-consumer model, they play a vital frontline role as customers increasingly demand sophisticated or tailor-made solutions to their needs.