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.sales force structure

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

Greg and his team were able to quickly identify key issues that were hindering Vignette's Go-2-Market capabilities. More importantly, they were able to structure an engagement that delivered great results in a very short period of time. Greg and his and team have a deep understanding of modern Sales and Demand Generation. Greg is a true professional and it is easy to give my highest recommendation to anyone looking to improve their Go-2-Market strategy and execution.

Dave Dutch
CMO,Vignette Corporation