Sales Force Organization

undefinedOnce a plan is in place, your company must update your sales organization to take advantage of attractive market opportunities.

Sibson can help companies do the following:

  • Select the appropriate channel: Organize your channel coverage based on the customer buying process and market saturation
  • Design effective selling roles: Develop sales roles that take advantage of the unique market position of your most attractive customer segments
  • Organize around the customer: Develop a flexible sales organization based around your customers and their needs
  • Deploy against best opportunities: Deploy best resources to the best opportunities, bearing in mind how ramp-up time places limits on market deployment

Your Sales Force's Organization

Channel Strategy Development

What are the most effective sales channels for reaching your target market? How can you increase the overall effectiveness of your approach?

Sibson works with organizations to develop a channel strategy. We assess your current various sales channels and then provide feedback and recommendations based on this assessment. This involves a three-step process:

Step 1: Information Gathering on Roles and Channels. We work with management to determine the most appropriate and accessible historical data to gather, synthesize and analyze.

Step 2: Channel Strategy Assessment and Definition. We assess how well a company identifies and organizes around sales opportunities and customer needs.

Step 3: Channel Strategy and Recommendations. We work with the project team to develop a go-forward channel strategy, including recommendations for specific actions as to the most appropriate and effective channel approach.

 

Sales Roles and Organization Development

What do your sales roles and channel support roles look like?

Sibson works with your organization to develop an organizational approach to support your sales channel's strategy and goals, including the development of channel and support roles. When these roles are clearly defined, it enables organizations to establish the most cost-effective territory alignment that covers the market, minimizes channel conflict and exploits market opportunity. This involves a five-step process:

Step 1: Establish Sales Strategy Implications for Channel Coverage. Translating sales strategy to channel coverage is vital to building effective channel roles and organizations. We work to identify the optimal structure for covering the market as well as to identify and mitigate potential areas of channel conflict.

Step 2: Team Role Definition. We identify the optimal roles for delivering overall strategy, with each role based on an understanding of its function with respect to channel coverage and organizational hierarchy.

Step 3: Organization Structure. Once roles are clearly articulated, we recommend a channel organizational structure that will promote effective management, accountability and communication.

Step 4: Territory Alignment. We provide recommendations on effective territory alignment, enabling your organization to allocate revenue responsibility optimally and assign staff appropriately across territories.

Step 5: Development of Success Metrics. We develop a "dashboard" of success metrics that includes key financial results metrics as well as strategic metrics and leading indicators.

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