Introducing The Sales Structure Design Framework

Sales leaders must design a sales structure that will maximize go-to-market efficiency. When evaluating sales structures, consider the organization’s offerings, customer needs, and degree of rep specialization needed. We recommend that sales leaders work with their peers in marketing and product to agree on prioritized target markets before identifying the optimal sales structure. The Sales Structure Design Framework defines five common sales structures and explains the most appropriate scenarios for each. This report presents the Sales Structure Design Framework, the five most common sales structures, and the criteria that CSOs should use to decide which structure to choose.