The Sales Team Review is designed to gather high-level information about the existing sales organization. During this review, we will evaluate three key areas:

1. The structure of the sales team
2. The sales processes currently in place
3. The people currently working within the structure and processes

Why is it important?

Poorly defined roles and responsibilities within the sales organization can lead to misplaced expectations for both the company and for members of the sales organization. For example, is the company’s best relationship builder being asked to make cold calls in the quest for new business? Are new-business efforts being put on hold while sales team members put out fires with existing customers? Are commissioned employees being asked to handle administrative tasks like order entry?

Mismatches such as these can have a tremendously negative impact on both job satisfaction and the ability to take full advantage of high-value opportunities.

High-functioning sales organizations have the right people in the right roles doing the right work.

How do we do it?

Redesign the Organizational Structure

We will review the current organizational structure with the client to identify gaps, redundancies and inefficiencies. We will then design a future-state org chart that addresses existing issues and establishes clearly defined roles and responsibilities across the entire sales organization. As part of this process, we will also draft/revise job descriptions and establish Key Results Areas (KRAs) for every position to help keep team members accountable and focused on activities that produce the most value.

Establish a Well-defined Sales Process

We’ll review the current processes for both acquiring new business and for generating business within existing customers. We ask questions such as: Who is responsible for pursuing the business?  How are targets and sales goals identified? What documents and tools are used throughout the process? How do sales transition to operations or production? Based on this review, we will then make recommendations for establishing new processes and developing or acquiring new tools, as needed.

Match People to the Roles

Based on the newly established processes, job descriptions and KRAs, we will work with the client to assess compatibility. How do members of the current sales team fit into the newly designed structure and expectations?  For example, are the ‘hunters’ in new-business roles?  Are the “farmers’ in account management roles?

Tools & Resources

• Sample: Well-defined org chart
• Sample: KRA agreement
• Sample: Job descriptions for typical positions
• Sales Team Review Session Guide (to be used/shared during the in-person session with the client)