The Pros And Cons Of Different Sales Structures

As an organization matures, its sales structures must evolve so it can continue to serve the company strategy effectively. To identify the right sales structure, sales leaders must select the one that matches their organization’s current phase of growth. Leaders must balance market, client, and product needs with cost, span of control, and organizational capability. Clarifying the organization’s customer engagement strategy simplifies the choice of structure. In this report, we review the pros and cons of common sales structures to help sales leaders fully understand the benefits and consequences of each.