Sales Organizational Design For Emerging Companies

December 4th, 2020

Nancy Maluso

Summary

Emerging-company leaders should build out the sales organization to support their go-to-market strategy. Building out the organization includes identifying the roles and competencies needed to achieve objectives, including operations and enablement roles that support reps. Investment is required to hire, onboard, compensate, and provide ongoing development, and support to selling resources. In this report, we discuss the steps sales leaders should take when designing the direct and indirect organizations, and determine when, and where investments should be made to support selling efforts.

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