Sales and Professional Services (PS) are meant to be allies, but too often they operate at cross-purposes, creating costly delays, strained client relationships, and margin erosion. In this ground-breaking new 50-page report, Service Performance Insight (SPI) pulls back the curtain on the real source of this friction: the Structural Divide.
The friction between Sales and Professional Services (PS) isn’t about personality clashes. It’s a predictable result of what SPI calls The Structural Divide, a misalignment of purpose rooted in how Sales and PS are designed, measured, and incentivized.
Based on insights from over 25 hours of confidential interviews with 20+ global services & sales leaders and data from SPI’s 2025 PS Maturity Benchmark™ (covering more than 400 firms), this report provides an unfiltered, evidence-backed look at why these tensions persist — and how top-performing organizations are overcoming them.
Readers will discover:
- Why the divide exists: A deep exploration of how incentives, processes, and structural design push Sales and PS in opposite directions.
- Lessons from high performers: Practical strategies that leading firms use to build trust, improve handoffs, and protect margins without sacrificing growth.
- A blueprint to bridge the gap: Frameworks, self-assessment tools, and an actionable high-performer checklist to help leaders align teams and unlock profitable growth.
Features more than 30 original SPI-developed diagrams, charts and tables, visually illustrating structural dynamics, maturity comparisons, and high-performer strategies.
Whether you lead a Professional Services Organization (PSO) or an Embedded Services Organization (ESO), this report offers essential guidance to turn structural friction into a strategic advantage.
Grounded in real-world stories and enriched with SPI’s proprietary benchmark data, The Structural Divide is the must-have guide for executives determined to transform internal friction into exceptional client delivery and sustainable growth.
Download this 50 page report today using the PayPal link below.
Contact us for any questions: info@spiresearch.com