The success of the sales team can

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Determine the future of the entire organization. It is through the work of this team that new business opportunities arise and the company can obtain a return on its investments. Being so important, it is impossible to deny that the sales structure must be built and organized correctly, so that employees and the company can pursue the same goals. But how to structure a sales team the right way? How to organize salespeople when the customer base is growing? We will answer all these questions below, follow along! How to define your business's sales structure in 3 steps 1. Set a goal The first point before defining an organization's sales structure is to define the objectives that must be achieved by the team, without forgetting that they must be aligned with the company's strategic objectives.

Without having a goal in mind, the sales manager will not be able to build a structure that can satisfy the company's vision in the future. After all, how will he know which type of sales force is most suitable if he Job Function Email List doesn't know where he wants to go? Read also : How to make an assertive sales diagnosis in 9 steps 2. Define the sales structure Currently, there are two main ways of structuring the sales force : the traditional way , in which each salesperson is responsible for their customers (from contact capture to post-sales), and the “ assembly line ” way, in which there are professionals specialized in each part of the process. Depending on the market segment in which the company operates and the complexity of the product, one or the other methodology will be more appropriate.



Let's better understand why: Traditional (or Island) The traditional methodology is that in which the seller works alone in the sales process, being able to develop a deep relationship with his clients from the first contact. Thus, the processes of attracting, qualifying and converting customers are concentrated in each salesperson, and when a customer enters the portfolio, they have a salesperson “specialized” in their interests who will take care of the entire process personally. In small teams, with few salespeople, this traditional structure tends to work very well. This sales structure model is very common in real estate agencies, banks and credit unions, for example, which are part of established market segments with high competition.