Trends Report

Trends In Sales Structure: The New Way To Design A Sales Team And Optimize Coverage

June 28th, 2019
Mike Pregler, VP, Research Director
Mike Pregler VP, Research Director
With contributor:
Philip Harrell

Summary

Today’s B2B buyers require a fast, seamless purchase process and a new level of customer experience from the companies they buy from. The hierarchical command-and-control structures in place at many organizations were designed to enable sales to meet the needs of less-informed and less-demanding buyers. To facilitate the experiences that buyers now expect, sales leaders must adapt their organizational structures. In this report, we examine five trends in organizational design that sales leaders should take advantage of to have their sales team sell in a way that matches how buyers want to buy while increasing efficiency.

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