Using The Sales Structure Design Framework

Aligning the functional sales structure to the go-to-market strategy is critical to cost-effectively meet sales goals. A prerequisite to designing the sales structure is clarifying the factors that must be integrated, which simplifies the process and improves results. Sales leaders must use a methodical approach, in concert with cross-functional peers and sales operations, to design the sales structure. The Sales Structure Design Framework helps sales leaders and sales operations develop the sales structure and generate buy-in among stakeholders. In this report, we describe four steps that sales leaders should follow to design and implement the optimal sales structure for their organization.