The key to building a gap-selling organization is educating the team, hiring the right people and managing the team to the gap, to the current state, and to the future state. It’s ensuring the team goes deep and gets a clear picture of where the customer is, what problems they’re struggling with, why those problems are hurting them, why the problems exist, what the impact to the organization is because the problems exist, and finally, where the customer wants to go.
