Best Practice Report

The Pros And Cons Of Different Sales Structures

January 31st, 2019
Mike Pregler, null
Mike Pregler
With contributor:

Summary

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.

Want to read the full report?

Contact us to become a client

This report is available for individual purchase ($1495).

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.