Building a Sales Team
Most notable organizations include a sales team. How to Build a Sales Team:
- Decide your sales values.
- Choose the right scale for your business.
- Start hiring.
- Spend time on training.
- Track the team’s sales performance.
FMCG is a highly competitive market that requires market research, branding tactics, and choosing the right channel. FMCG companies encounter logistics challenges including meeting timeframes, boosting inventory, managing supplier distances, ensuring traceability, and maintaining security. FMCG supply chain optimization enhances performance and efficiency. Technologies like AI, machine learning, and blockchain are used.
Sales Organization Structure
The sales organization structure refers to the segmentation of your sales team. Target the company’s overall sales strategy and goals. Understand their needs and wants. Outline the sales process steps. Finally, organize the structure and roles.
Innovative Sales Team Structures
Every company has its own unique sales team and process based on its goals, business model, and even the work style of the sales team members. These three models will help you in shaping yours to get the highest ROI on your tools and team members:
- The traditional/sales manager model.
- The pod model.
- The specialty model.
After figuring out your front-facing structure, it’s time to look at the best internal structure for your business. Sales structures can be divided into centralized and decentralized systems.
Best practices for building strong sales teams include understanding the market, setting clear goals, optimizing your sales process, tracking metrics, and playing to the strengths of your team members.
Setting Up Your Sales Team
How do you set up a sales team? First, define your sales strategy based on business model, products/services, target audience, and growth plans. Then:
- Set clear, measurable goals focused on metrics like deals closed and revenue.
- Identify compelling value propositions for the products.
- Build a culture of engagement and give teams everything needed to succeed.
- Monitor sales metrics.
Decide if sales team development makes economic sense now based on motion, stage, contract value. Hire passionate sellers aligned to strategy and goals. Offer SaaS tools, motivation, rewards, and professional development.
Set realistic individual and team goals on a weekly, monthly, or quarterly basis for year-over-year progress. Create a comfortable, transparent, fair work environment to intrinsically motivate. Establish a simple, effective sales process to help motivation. Use CRM tools to support extrinsic motivation through rewards and consequences.
The island strategy has each seller manage the full customer lifecycle as a "one-person island". The competitive setup means taking responsibility for their own customers and projects. The founder/CEO acts as boss.
At a certain growth level, sales leadership responsibilities become too much for one. To build a scalable, profitable organization, the sales team build process needs to be reliable, measurable, and repeatable.