Sales Structure Engineering
Optisell compares existing sales resource structures against business intelligence data and industry ‘best practice’ to identify optimal organisational structures and territory coverage. We engineer sales structure according to your strategic needs, implementing any combination of sales operational segmentation around demographics – as listed below.
- Functional – separate and distinct roles eg marketing, sales, pre-sales, client management and sales support.
- Locality – separate according to territory.
- Product Line – requirement for high level product knowledge.
- Customer company size – specialist knowledge of SME or corporate environments.
- Customer company type / industry – knowledge within specific industry or government department.
- Project teams (matrix structure) – knowledge requirement across multiple specialisations eg finance, technical, HR etc put together for a specific project.
The optimised sales structure comprises of highly integrated and coordinated functional areas, working towards a common goal. The functional components of any business development environment are varied and dependant on strategic objectives. These may include marketing, internal sales, field sales, sales support, technical/presales, client management, channel management, alliance management and post sales product support teams.
Sales process models, technology requirements and performance development programs are then mapped to the new structures. The result is a process centred sales force optimally organised to sell into territories rich with qualified leads, prospects and new customers.
Some benefits of sales systems restructuring:
- Confidence in account and geographic coverage
- Minimise wasted resources and time
- Accurate allocation of sales resource
- Higher probability of quota attainment
Information about other services is available by selecting from ‘listbox’ below:
