How to Structure a Sales Team When Relationships Carry the Revenue

It works poorly once a single customer relationship spans years and touches the business through multiple roles. The hunter-farmer model [...]

Build a named-account overlay for any customer that buys across multiple product lines, so one person coordinates the relationship even [...]

For your highest-revenue accounts, a minimum of three: a salesperson, a service or delivery contact, and an executive sponsor. Mid-tier [...]

Tie the decision to a concrete signal: a roughly 25% increase in revenue since the last structure review, a doubling [...]

A geographic territory structure organizes reps around a region, so each rep owns every account within an assigned area regardless [...]