Sales Organization
A key function to managing any business is resource allocation. There is always a limited supply of resources and generally unlimited ways in which to focus them in any given situation.
Organizational structures should be developed in alignment with:
- New sales model, cycle and processes;
- Available sales and support resources;
- Where your highest probability prospects and highest yielding customers are located;
- The ability to properly service your prospects and customers.
Benefits & Deliverables of the Sales Organization phase are:
- Confidence in account and geographic coverage;
- Minimize wasted resources and time;
- Accurate allocation of sales resources;
- Higher probability of quota attainment.
Approach
ACS can assist by comparing the existing sales resource structure against the output from the Sales & Marketing Intelligence data to identify optimal organizational structures and territory/account coverage.
The new structures and coverage are then mapped to the sale model, cycle and process. The result is a process centered sales approach optimally organized to sell into territories rich with qualified leads, prospects, and new customers.
Broadly we will cover the following steps to develop this organizational improvement plan:
- Identify and document existing sales resource structures;
- Use S&M Intelligence to identify optimized coverage;
- Map optimized sales structure to new sales model / process;
- Modify role descriptions and functions to align with new sales system
- Integrate new organizational structure with new roles / functional requirements.
