How One Startup Developed a Sales Model That Works in Emerging Markets

Harvard Business

Where a solar light can simply be turned on to show its value, a stove demo requires 30 minutes of time and extensive training about the technology. With valuable learnings from the solar salesmen, we began the search to build our own dedicated team of salespeople to help us “open up shop” across each region of operation. As the heat continues to blister during this summer in New York, I think back to the first time I ever bought an air conditioner: fresh out of college.