Recruit sales people with consultative sales experience and domain expertise relevant to your service domain offerings.

Train your sales force on an ongoing basis to think and act as consultants.

Create and package solutions aligned with your service execution capabilities and common customer situations.

Define your competition and create a set of differentiators against each one.

Use staff augmentation engagement models in a limited manner and only as a last resort to "open the door" into a new customer.

Structure your sales force with the right alignment and balance between customer and internal organization cultural differences.

Create a sales compensation plan that aligns with overall organizational goals.

Define the deal size range that your sales force should pursue.

Define and execute your short-term and long-term pricing strategies.