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Sales Roles, Responsibilities and Structure

SiriusDecisions helps chief sales officers make smart decisions regarding investments, structure and resources in their teams to exceed their sales targets. We have sophisticated tools and extensive experience measuring ROI from sales investments and zeroing in on areas for improvement. Our objective, fact-based orientation gives clients the confidence and peace of mind to forge ahead.

How SiriusDecisions Helps

  • We help sales leaders build out an integrated sales planning process to ensure agreement on goals and resources required to meet goals
  • We help sales leaders gain faster C-suite buy-in for sales initiatives and resources with the help of our gold-standard benchmark data
  • We help sales leaders build stronger alignment with C-level peers in product and finance
  • We help sales leaders determine their optimal headcount investment to generate the fastest possible revenue growth
  • We assess sales leaders’ current cost of sale vs. their peer set, and highlight opportunities to improve efficiency
  • We help sales leaders identify the right mix of quota-carrying vs. sales support roles and the ideal manager-to-rep span of control
  • We help sales leaders determine the right organizational structure and account assignment model to help them hit quota
  • We help sales leaders choose the right compensation amounts to attract and retain the ideal seller
  • Our consulting experts can conduct a comprehensive revenue growth assessment to identify productivity, analyze gaps and deliver recommendations
  • We’re developing proprietary tools (e.g. Sales Model Decision Framework) to assess choices and the impact of these decisions on the organization

Key Issues

Is your company investing the right amount overall in sales and marketing as a percentage of sales?

Are you getting the resources you need from your CEO and CFO to make your number?

How cost efficient is your revenue engine compared to your peers?

How many resources should you request given your total-addressable-market (TAM) analysis?

Are you investing in the optimal mix of quota-carrying vs. non-quota sales support roles to hit your number?

Is the span of control for your managers vs. reps correct in comparison with your peer set?

Do you have the best overall organizational structure to maximize results? Have you chosen the optimal account assignment model for your sellers?

Success Stories

"SiriusDecisions was an invaluable resource in helping SessionM operationalize our sales program for triple-digit growth."

Bill Clifford, Chief Revenue Officer
Read client story here

The SiriusDecisions Advantage

Companies that leverage SiriusDecisions grow their revenue two to seven times faster than other companies. We offer clients objective, fact-based advisory services backed by data that enables better decisions and accelerates time to execution so that sales can make its number.


Results You Can Expect

Faster revenue growth

Increased bookings and revenue per seller

Improved lifetime value (LTV) to customer acquisition cost (CAC) ratio

Faster time to execution on your key initiatives and priorities due to broader support from the C-suite and board of directors

Broader support for resource requests backed by our gold-standard, objective data

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