Post by account_disabled on Jan 23, 2024 10:17:09 GMT
In any corporation, big or small business, the structure of the sales team is important as it forms and organizes the work among the team members. If until now, the group structure your company has been using has been working great, but in recent days sales have started to decline, then it's time to review this structure and determine which of the 3 group structures you need to build to increase sales performance. This is a critical point especially for the founders of start ups since their experience in the market is small and many dilemmas or uncertain thoughts circulate in their minds. The best salespeople are those who take initiative and responsibility. You may think that it is enough to hire only one talent in the sales group and the sales will be amazing. You are wrong! A Harvard Business Review report shows that 50% of businesses with high sales performance have well-documented sales processes, compared to 28% of businesses with low sales performance.
Thus, you should not be content with recruiting a good salesperson and ex B2B Email List pect your business to grow automatically. As a founder, it is your responsibility to choose the right sales team structure that fits your business and your culture, and the right sales management tools to empower it and work productively. By doing so, you'll cultivate a high-growth environment that will allow your sales team to shine. Here are three basic sales team structures you can use to improve your sales process and build a high-performing sales business. Sales team structure 1: Island The characteristics of this structure are: – involves a traditional sell-or-die approach – the team is provided with some basic supporting points such as: training, product or service package to sell, bonus structure, an office, and so on - each seller is responsible for each step of the sales process separately - they have to generate the leads themselves, contact them and close the process themselves
these representatives tend to be more aggressive - they are in a tough competition not only with the market but also with the rest of the team - mainly this structure is usable for real estate agencies and financial institutions Suggested article to read: 4 steps to optimize your lead generation process Despite the characteristics of this structure, it has its advantages and disadvantages. Read it carefully before making a decision. The pros: very little managerial oversight is required from one stage to another, good for simple processes like one or two products/services to sell, it suits companies working in established markets, with high levels of competition. Weaknesses: a very aggressive sales environment is created, there is much less control over how the brand is represented in the market or how the service is presented, because it depends very much on the style of each representative, because everyone does everything, it is difficult to maintain standards and sales metrics.
Thus, you should not be content with recruiting a good salesperson and ex B2B Email List pect your business to grow automatically. As a founder, it is your responsibility to choose the right sales team structure that fits your business and your culture, and the right sales management tools to empower it and work productively. By doing so, you'll cultivate a high-growth environment that will allow your sales team to shine. Here are three basic sales team structures you can use to improve your sales process and build a high-performing sales business. Sales team structure 1: Island The characteristics of this structure are: – involves a traditional sell-or-die approach – the team is provided with some basic supporting points such as: training, product or service package to sell, bonus structure, an office, and so on - each seller is responsible for each step of the sales process separately - they have to generate the leads themselves, contact them and close the process themselves
these representatives tend to be more aggressive - they are in a tough competition not only with the market but also with the rest of the team - mainly this structure is usable for real estate agencies and financial institutions Suggested article to read: 4 steps to optimize your lead generation process Despite the characteristics of this structure, it has its advantages and disadvantages. Read it carefully before making a decision. The pros: very little managerial oversight is required from one stage to another, good for simple processes like one or two products/services to sell, it suits companies working in established markets, with high levels of competition. Weaknesses: a very aggressive sales environment is created, there is much less control over how the brand is represented in the market or how the service is presented, because it depends very much on the style of each representative, because everyone does everything, it is difficult to maintain standards and sales metrics.