Summit US Sessions CSOS_Trends in Sales Structure The New Way To Design a Sales Team and Optimize Coverage

Trends in Sales Structure: The New Way to Design a Sales Team and Optimize Coverage

Wednesday May 8, 2019 | 2:35 PM - 3:15 PM

Speaker(s):  Phil Harrell

Focus: Adopt

Priorities: Sales Organizational Design and Investment

Changes in the way buyers make purchase decisions today are putting tremendous pressure on sales leaders to rethink how they organize their sales teams, the sales roles they invest in to satisfy customer needs, and the coverage models they use to maximize results. But sales leaders have been slow to respond to these changes, and as a result many sales organizations are saddled with the outdated sales roles, inefficient sales structures and overly expensive coverage models. The result is a high cost of customer acquisition. In this session, we will explain how sales leaders should exploit current trends in sales structures, roles and coverage models to drive maximum growth at the lowest possible cost.

For sales:

  • Learn about current trends affecting how sales organizations are structured
  • Understand how sales leaders should think through the right sales structure, sales roles and coverage model for both high-velocity sales and complex, enterprise team-selling environments
  • Identify the steps required for a successful transition to this model and for achieving goals for account retention and growth