Driving Efficiency In Sales Structure Design

September 11th, 2019

Mike Pregler

Summary

B2B buyers are demanding an enhanced buying experience that allows them to quickly navigate buying choices and make a decision. Sales leaders must match sales motions to buyer needs, assign the right resources to assist buyers, and ensure role clarity to deliver a compelling buying experience. Understanding the ratio of lifetime value to customer acquisition costs helps organizations maximize efficiency for each target segment. In this report, we examine how sales leaders can optimize their sales structure and coverage by identifying the sales motions and resources that satisfy buyers’ preferences and using financial metrics to align sales investments to growth opportunities.

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