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How you organize your sales team will be determined by the regions you serve, the number of products and services you offer, the size of your sales team, and the size and industry of your customers. There are three main models for sales teams: the assemblyline, the pod, and the island. The AssemblyLine.
This has a number of advantages, skill levels don’t need to be as high, we can leverage role specialization more effectively (creating sales assemblylines with customer widgets passing through each station), and we can effectively leverage all the traditional selling skills.
When you’re setting up a sales team, it’s important to consider factors such as: Regions served. With the role of HR Manager. The AssemblyLine. In the assemblyline model, leads are handed off between specialized teams to make sure that they move through all of the stages in a sales cycle.
Where product lines are very diverse, with different and unrelated buyers within the account, this issue may not be important (But I’m still driven by my mantra, “It’s our God-given right to 100% share of customer and territory…”). Enter the realm of accountmanagement/territory.
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