Sales Structure for Small Business

Now that you have a strategic plan developed, it is time to think about creating an integrated organizational structure, defining the buying and selling process, and creating appropriate sales and marketing roles to take your target customers from recognizing a need to purchasing your product.  Sales Structure is the tactical piece of your sales and marketing plan, and will determine how your company organizes itself to achieve your Sales Strategy.  As you address the subjects above, you will start to build insights like:

• Integration of Business Units: Determine how your Marketing and Sales departments can work together with your core business to form a better understanding of the customer, and create products/services that are meaningful to them.
• Customer Buying Process: Understand the process your target customers go through when buying, and how can you reach out to them each step of the way to earn their business.
• Sales Process: Define the steps in the process of courting a customer, and determine which company resources are best to interact in each step.

Successfully implemented, a sales structure helps you build your sales organization in alignment with your customers’ needs and buying process, and guarantees that your best people will be in front of the customer during each step of their buying process.  There is no better way to earn a customer’s business.