Dear Bob ...I'm in a 1,000+ employee company, focusing in Greater China. We're used to and still very much focused on product selling vs solution selling.I'm building a team focusing on Enterprise Content Management. We've earned a little bit of success in the past 2 years. Yet, I found it very difficult to get the 50+ sales teams to sell the ECM solution.I believe fewer than 5 are really willing to sell it. Oth Dear Bob …I’m in a 1,000+ employee company, focusing in Greater China. We’re used to and still very much focused on product selling vs solution selling.I’m building a team focusing on Enterprise Content Management. We’ve earned a little bit of success in the past 2 years. Yet, I found it very difficult to get the 50+ sales teams to sell the ECM solution. I believe fewer than 5 are really willing to sell it. Others either don’t know how to do it, or think selling ECM is just too long a selling cycle (reasons are just my guess).I believe in ECM, but I’m not sure how to push the thing forward.– Content-driven Dear Driven …I’m hampered here by a lack of in-depth knowledge of Chinese business culture. I’ll answer based on what I know of what works here in the U.S. but it might be completely inappropriate for your sales force.If I understand the situation correctly, you have a sales force that has a variety of products to sell. They spend less time and effort selling ECM than some of the other products. My first thought is that it’s time for you to stop guessing. If they aren’t successfully selling ECM, sit down with each of them and ask what the problem is. One way or another, the answer will turn out to be that the time per sale compared to the commission per sale is worse for ECM than for their alternatives. Once you know the details you’ll know what you have to do to remedy the situation: Add a “spiff” (additional bonus) to their commissions for ECM sales; provide a better sales toolkit; provide additional training on how to successfully sell ECM; or provide more direct support for the sales process – perhaps you might participate more, so that they don’t have to invest so much time in each sale.Here in the U.S., at least, most sales professionals are financially driven. If you want them to sell your product, it has to generate enough income for them for it to be interesting.– Bob Powered by ScribeFire. Technology Industry