The Complete Guide to Accelerating Sales Force Performance

Introduction

Any group performing a series of activities or tasks is most successful when it organizes to achieve its objectives. Sales forces, in particular, need to be well organized if they are to efficiently and effectively meet customer needs and sell the firm's products and services. Sales force organizational structures range from geographic, where each salesperson sells all products to all customers, to highly specialized, where teams of salespeople focus on specific products, markets, or selling activities.

Sales force structure decisions affect all members of the selling organization and consequently have a direct impact on the company's customers. From a customer perspective, sales force structure decisions determine the number of ...