Best Practice Report

B2B Sales: Roles And Responsibilities

January 1st, 2018


To drive optimal performance, the B2B sales function requires the right mix of roles, a clear organizational structure, and consistent responsibilities assigned to each role. Although some sales roles are common across B2B organizations, others appear in conjunction with a specific go-to-market model (e.g., software as a service vs. perpetual licensing). Defining and mapping roles and responsibilities within a B2B sales organization is a prerequisite for organizational development. In this report, we define key B2B sales roles and their responsibilities, reporting structures, success metrics, and compensation guidelines.

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