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Designing a great sales compensation program that...
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Sales Organization & Job Design
Sales organizations and sales roles are often legacies of the past combined with replications of practices from competitors and bolt-ons to address spot issues with customers. Left unchecked, the roles in an organization can spread organically to the point where the organization becomes more complex and the jobs less effective.
The most responsive and effective sales organizations are designed from the customer, up. Customer buying criteria and buying processes create a foundation on which to build the sales process and the roles that will work within that process. A sales role is comprised of multiple factors that make the job effective, yet can stretch it beyond the capabilities of a single person. Factors like the sales strategy it pursues, the product portfolio and customer segments it covers, and its sales process responsibility are the building blocks of a strong sales role and more broadly, an effective sales organization that can execute the strategy.
SalesGlobe can help you build your sales organization, teams, and roles to support your sales strategy. Contact us to get started.