The Complete Guide to Accelerating Sales Force Performance

Conclusion

Changing the sales force structure presents many challenges. However, sales managers should not be afraid to change a structure that is outdated. As stated earlier, progressive sales managers reevaluate the sales force structure every two to three years. Even three years may be too long given how quickly the Internet is changing the selling landscape.

The sales force structure is a critical decision. It affects how customers see the firm. Will they see generalists or specialists, place orders via the Internet, or receive phone calls? The structure determines the selling skills and level of knowledge required of the sales force. This in turn affects recruitment, training, and coaching. Finally, the structure affects each salesperson ...