How Should I Structure My Sales Team to Meet Growth Goals?
While the right sales structure is different for every organization, a successful sales team consists of specific role types that have unique skill sets. It takes a very different combination of skills to keep current customers happy versus landing new accounts, and let’s not forget the internal support roles needed to keep salespeople selling. “Right […]
Sales Coverage Is a Strategy, Not an Org Chart
When I assess a company’s sales operation for the first time, I rarely start with the org chart. I start with the business strategy. Sales is the executional arm of that strategy, and how a company covers its market is one of the most consequential decisions a leadership team will make. Yet I see coverage […]
How to Drive The Right Sales Behavior With Your Compensation Plan
In this article I’ll provide guidance in response to one of the most popular questions I get asked as a Fractional Sales Leader, “How do I design sales compensation that drives the right behavior”? To answer this question let’s assume a few things about your business. Picture a hungry marketplace where there is strong demand […]
