All You Need to Know About Sales Teams

Maintaining growth velocity while nevertheless achieving your ambitious concern targets is an intimidating claiming. Without the right processes in place, information technology's impossible.

You need a solid sales organisation structure if you want to proceed scaling your efforts, or the cracks will soon begin to announced – threatening non just your growth, but your bottom line and profitability too.

However, it's not uncommon for sales leaders to prioritize short-term tactics and quick fixes while putting longer-term business organisation needs on the back burner. Sales professionals constantly have to come across the immediate needs of customers and hit sales quotas.

Every fast-growing business will suffer the growing pains that come with expansion and business development at i point or another. Likewise many sales teams brand the mistake that hiring nevertheless another rep volition soothe these growing pains and magically meliorate sales operations. However, without a considered sales team structure and a clear sales process, that extra sales squad member will prove to be more of a hindrance than a help.

That'south why y'all need to go strategic about scaling your sales department.

Fast-growing sales teams accept iii main areas that they demand to address when it comes to optimizing their sales department structure:

1. Onboarding and process adoption

2. A simple and effective sales process

3. Structuring your squad to facilitate growth

Table of contents

• Build an onboarding programme to ramp new hires faster than always

• Setting the correct team goals to boost morale and motivation

• Set activity-oriented goals to focus your team on their process

• How to structure your sales team to align your reps for success

• Don't let your sales procedure stand in the way of your results

Build an onboarding plan to ramp new hires faster than e'er

"Employee orientation centers around and exists to help the private employee, merely information technology is the company that ultimately reaps the benefits." Michael Watkins - Professor, International Establish for Direction Evolution

A strong consecration and onboarding process volition help you fix clear expectations for every new team member from the kickoff. Adept habits and a consequent, high-quality arroyo should be established from day i with a compatible training program.

If you don't invest in a comprehensive training plan for new reps, you'll never become the well-nigh out of them – not to mention a clear sales system structure. You'll find yourself caught in an ongoing cycle of refining goals and revising forecasts to account for ho-hum progress.

A simple, easy-to-learn CRM will help you onboard new sales development reps fast. Fifty-fifty with the most carefully streamlined processes and enablement in place, clunky and circuitous tools will be met with resistance. New hires demand a tool they tin can get the hang of in hours, not weeks or months.

A solid induction process and intuitive sales tools will have your new reps ramping fast and hitting targets at the rate you need to scale apace.

Download Your Guide to Managing Teams and Scaling Sales

The blueprint you need to observe a team of superstars and build a strong foundation for lasting sales success

Setting the right sales goals to heave team morale and motivation

"The secret of getting ahead is getting started. The secret of getting started is breaking your complex overwhelming tasks into small manageable tasks, and starting on the offset one." Mark Twain

To sustain success in a scaling concern, you demand to both trust and inspire your team to reach their goals.

Easier said than done. Information technology'south difficult to know exactly what your sales force needs from you to succeed. And it's even harder when you have multiple sales teams and a complex sales department construction to contend with.

Finding the right level of motivation, incentives and healthy competition that works for all your sales representatives tin be a delicate balancing deed. Perhaps what works for ane team won't work for another. One team may exist driven past competition, another past sales compensation (due east.g. competitive bacon, commission or rewards) and another by collectively achieving team goals.

Every bit sales managers, it's important to utilise the right amount of pressure level to motivate without driving stress and pressure into your reps. Simply it'due south just as important to recognize if and when the competition is condign demoralizing for your teams.

Pipedrive Professional's Team Goals allows yous to assign the right goals at a team level to drive your sales force towards success. The Team Goals feature helps and encourages reps to piece of work together and take commonage responsibility for sharing knowledge, supporting each other, and jubilant individual and squad success.

For more detailed advice to assist you keep your squad strong and focused, read "Chapter 4: Motivation and Morale" from our in-depth guide to managing multiple sales teams.

Team Goals also allows sales managers to easily rails how the team is progressing towards their goals. The visual overview allows you to compare private and team performances to spotlight (and celebrate) strengths and place the reps who are experiencing setbacks or loss of productivity.

This visibility means that when obstacles arise, and they inevitably volition, you lot tin have a proactive plan in place to change the course of activeness to overcome them.

Gear up action-oriented goals to focus your team on their process

One way to foreclose these setbacks from happening in the beginning place is to think well-nigh employing an activeness-oriented method to gear up goals that your team can consistently reach.

Jason Due west. Womack, author of "Your Best Just Got Better", compares setting goals to running a marathon. Running a marathon can be daunting, then it makes sense to interruption your grooming into smaller units and work your way towards the big run.

In sales, you can't command the results, simply you can command the actions and the inputs of that process. If you plow your goal into a series of manageable tasks, taking action becomes much easier.

Shifting your arroyo from results-based selling to activity-based selling will help your team to win back control of their sales and keep your reps on rail throughout the year.

This arroyo also involves acknowledging smaller action-based goals and milestones like upsells or customer anniversaries. These goals will encourage your reps to shut the right customers for your business organisation and focus their attending on nurturing customer relationships, rather than simply jubilant the biggest deals.

Giving your teams a clear and aligned focus means your reps tin can invest more time in really selling. And having the right tools and workflows in place helps you to monitor their progress more effectively and continue optimizing your sales process.

For more on getting goals right, read "Affiliate iii: Setting goals and finding focus" of our in-depth guide to managing multiple sales teams.

How to structure your sales team to align your reps for success

"Mission defines strategy, and strategy defines structure." Peter Drucker

The right sales force structure boils down to what works all-time for your business concern and your salespeople. You lot may not go it right straight away, but information technology'south worth going through a little trial and mistake if information technology means your company can calibration faster in the long run.

Every bit your sales team grows, you may observe that having reps with a full general all-round focus is impacting your results. This is not uncommon. A team of 'generalists' apace becomes inefficient in a scaling business. Inconsistencies pitter-patter in and reps begin to compete over job title, prospects, leads and deals. You need to assign specialized roles to refine your processes and let your reps to master and ain their niche.

You could consider structuring your teams by product, market or industry. These pod models let your teams to refine their arroyo with a specific focus and become 18-carat experts, especially equally you release new products and aggrandize into new markets.

Many sales managers find success past assigning teams to each stage of the sales lifecycle. This approach to sales team management is called the Assembly Line Model. Depending on the size of your squad, this could be the virtually effective solution to facilitate fast, sustainable growth for your business.

The assembly line stages oftentimes include:

1. The lead generation squad . The Hunters. Responsible for finding leads and gathering the relevant data to pre-qualify them.

2. The sales evolution team (SDRs). The Nurturers. Responsible for qualifying leads. This usually involves reaching out to the prospect and asking the correct questions to make up one's mind if they fit the desired customer profile.

3. Business relationship executives . The Closers. Business relationship execs are all guns blazing to close deals. They deal with product demos, objection treatment, and whatsoever actions necessary to nurture the prospect and close the deal.

4. The customer success (Account Managers) team . The Farmers. This team steps in when the deal has been closed and focuses on extending the lifetime of the customer, reducing churn and securing upsells.

When each footstep of the sales bicycle has a defended squad it makes it easier to streamline processes and hold each team answerable for the results they're responsible for. It also reduces the intricacies of your sales cycle, making it easier to identify and resolve hurdles early on.

While the assembly line model works well in many instances, it also has a few downsides, including:

• If not planned advisedly, your teams tin can experience friction during handoffs

• Information technology's likely also complex for startups and small businesses with only one or two salespersons

• It can slow downwards sales performance if advice and alignment issues arise

Smaller businesses can showtime with the isle model instead, where every sales rep is responsible for every step of the process. However, this sales model does not scale well equally yous grow, and so make certain to have a transition program in place before you bring on a steady stream of new customers.

The best sales organizational structure for your squad is one that establishes a repeatable and reliable sales process that allows you to calibration quickly.

Don't let your sales procedure stand in the fashion of your results

You lot don't want your fast growth to offset impacting your stellar sales results. Building a concrete sales department structure that will allow your sales teams to grow and multiply is essential to keeping up momentum. This involves a simplified and repeatable sales process, activity-oriented team goals and a solid squad structure. It also involves finding the right CRM.

Our Professional plan should assist you to achieve your goals with more pace and vigor than ever, so you can maintain the growth velocity yous need, all the while motivating your teams to strive for greatness and drive sales success.

Download Your Guide to Managing Teams and Scaling Sales

The blueprint you need to find a team of superstars and build a potent foundation for lasting sales success

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Source: https://www.pipedrive.com/en/blog/sales-team-organizational-structure