Summit Europe Sessions MES CSOS and SES_Trends in Sales Structure

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

Friday 11 October 2019 | 10:50 - 11:30

Speaker(s):  Phil Harrell

Syndicate(s): Track 5

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 organise their sales teams, the sales roles they invest in to satisfy customer needs, and the coverage models they use to maximise results. But because sales leaders have been slow to respond to these changes, many sales organisations are saddled with outdated sales roles, inefficient sales structures and overly expensive coverage models. The result is a high cost of customer acquisition. In this session, we’ll explain how sales leaders should exploit current trends in sales structures, roles and coverage models to drive maximum growth at the lowest possible cost.

This presentation will provide the following benefits for sales:

● Learn about current trends affecting how sales organisations are structured

● Understand how sales leaders should think through the right sales structure, sales roles and coverage model for 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