Sales Force Structure
World class sales organizations that properly configure the sales capacity generate 16% more revenue than those that do not. Sales Force Structuring is focused on making the trade off questions between deploying generalist sales people or specialist sales people.
This important sales strategy decision is made with greater accuracy by applying sales force structuring methodologies to:
- Determine if the market place will reward the selling organization with an increase in orders if they supply deep domain knowledge in an area of specialization
- Help decide which dimension to specialize on- product, industry, selling activity or a hybrid
- Assess the maximum number of products a sales person can adequately represent
- Determine the degree of complexity in the buying process
- Identify if, and where, do subject matter experts provide a competitive advantage