Understanding the Sales Structure

The sales structure is the sum total of all theI recommend taking the following steps to
guidelines, procedures, policies and tools yourimprove your existing sales structure or if you
company uses to sell. It is everything about howare developing a new one:o Take some time to
your company sells except the peoplereally understand how the different elements of
themselves.the sales structure contribute to your specific
Sales tools, information system, sales trainingsales structure (without this knowledge and
program, sales compensation program, salesunderstanding, you will not appreciate the
territory plan, sales automation system, salesimportance of each element of structure or know
management support practices, assignments ofhow to prioritize any necessary improvements)o
markets and customers, sales office assistants,Analyse how your existing sales structure
these are all major parts of the sales structure.currently operates - if you have one, then, ask
Now even the best and most efficient saleslots of questions on each area of structure to
teams or sales professional can't deliverunderstand how decisions are made, what rules,
customers by themselves; they have to be actedpolicies and procedures are currently followed and
upon (using qualifiers, rapport, questions andwhat actually happens in your company, as
solutions). An action needs to take place. Toapposed to what should happen.o Develop
implement your sales strategy, you need totemplates and processes for building an improved
structure your company for sales success. Thisnew sales structure. Understand that change is
means you should do the following:o Provide theoften painful, not everyone will like what you
sales force/team with a set of rules and policiespropose, and then prioritize the areas, which have
for whom to sell to, where to sell to and how tothe greatest impact on achieving your sales
sell too Create a methodology that allows yourstrategy
sales force/team to maximize their sellingDeveloping and understanding the sales structure
potentialo Develop and deploy the mostcan sometimes be a full-time job in some
appropriate tools to qualify your prospectiveorganizations. However, for smaller companies, it
clients, maximize deal sizes and communicate youris a periodic task. These can be expensive
sales messages efficientlyo Store and share saleschanges to make, but if done properly, pay big
information among your sales team/force todividends in terms of improved sales.
ultimately improve their sales knowledge and"You've got to be success minded. You've got to
ability to find and close dealso Create anfeel that things are coming your way when you're
environment that motivates your sales teamout selling; otherwise, you won't be able to sell
force to succeedanything.