Our best partner to create demand.

 

Sales force is all the employees who work to increase the interest on an offer. They are in charge of selling a product or a service.

 

Reaching the goals can be easier with a good sales force organization, to have one let see some basic questions.

–       Define the strategy and goals

–       Tools and info guaranteed for all the employees

–       Define actions and categorize objectives.

 

One of the most basic tools is the action of a CRM in a sales team. Excel documents are not enough precise to show the task of the salesmen or completed goals.

 

The participation and relationship between workers can be organized by different methods, let´s see some ways to do it.

 

1.            Isolated sales force organization.

 

Based in the traditional “sale or die”. This poor structure has the following elements to organize the sales agreement.

o   Sales acquisition

o   Range of promotion products.

o   Sales commissions

o   An office

 

With this type of organization, the salesman is the only one who creates leads, quantify them, and finish the agreements.

This kind of organization don´t have a frame of reference, as a consequence, the relationship between employees use to be tense and aggressive.

 

Advantages:

§   Lower supervision by the CEOs

§  Is useful in short sales process when the agreement can be made in one or two conversations.

 

Disadvantages:

§  Aggressive environment between partners.

§  Lower brand control owing to the marketing style.

§  Every worker must do several activities, that makes harder the tracking for best efficiency.

 

2.            As a assembly line sales force organization.

This kind of organization promote the specialization of the employees. With this structure they can improve in their fields increasing the efficiency.

 

The inner and external sales force can be divided in 4 groups:

o   Leads team: The aim is to catch potential clients and make the data registration

o   Sales development team: The try to arrange the terms and satisfy the clients. Their main duty is taking the correct decisions.

o   Sales executive: They close contracts and deals with clients showing them presentations or information about the product or service.

o   Client success team: The ones who maintain the clients satisfied with the service to extend their life on the company.

 

The assembly line structure helps to maintain the staff specialized in their fields making each team in charge of one step of the sales process.

 

Advantages in an assembly line of sales force organization:

·      The negotiations are more predictable.

·      It is easier to solve problems because they are divided in small groups.

·      Employees improve their training because their duties are focus in one principal goal.

 

Disadvantages in an assembly line of sales force organization:

·      Clients use to compete each other.

·      Common goals tend to be forgotten due to the divided staff.

 

3.            Capsule sales force organization.

Several groups made with employees who have particular roles focused on the client.

 

As an example let´s see how will work a group with 6 members.

·       3 employees works on sales development.

·       2 sales executives.

·       1 success client manager.

 

The roles are the same as in the line sales way but the capsules can compete each other not between members. Works as a flexible and modular structure and each member will have a wider vision of the company.

 

Advantages in capsule sales force organization:

·      The members of the groups are really connected, they feel really involve in the process of contract negotiations.

·      Communication between capsules is essential, improves the empathy and support each other.

·      More flexible and agile.

Disadvantages in capsule sales force organization:

 

·      Less oportunities to grow.

·      The specialization of the professionals is smaller than in an assembly line.

 

This kind of organization is more specific than the others, is perfect to small business or startups who wants to optimize their resources.

 

Two main goals of this structures to have in mind to choose one of these three ways to manage the sales force are:

·      Maximize results

·      The special specialization in lower.

Define strategies will help is to create a sustainable system and a great and profitable long term growth.