Tie the decision to a concrete signal: a roughly 25% increase in revenue since the last structure review, a doubling of sales headcount, or the loss of a top-10 account. Any of these means the structure built for an earlier version of the business may no longer fit the current account mix or team size.
When should a growing company restructure its sales team?
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About the Author: Jacob Camhi
Jacob Camhi is Vice President of Growth at Vx Group, where he works with lower-middle-market B2B companies on relationship-driven growth strategies.