Trends in Sales Structure: The New Way to Design a Sales Team and Optimize Coverage

Rapid changes in buyers’ purchasing habits require sales leaders to rethink how they organize their sales teams
Many b-to-b sales leaders have been slow to respond to these changes, instead remaining saddled with inefficient sales structures that restrict sales’ ability to meet buyers’ needs
By thinking strategically about organizational design, sales leaders can sell in a way that matches how buyers want to buy, while reducing their sales costs

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