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Building a sales organization from the ground up is not an easy task. There are many things to keep in mind before you start. These include defining your sales territories, scaling your organization, and using revenue operations software. Luckily, there are some steps you can take to make this process easier.
Pod-based organization
A pod-based organization is a powerful model for building a sales area. Pods are groups of salespeople with a common goal. The members of a pod can collaborate and share ideas and knowledge, which can help the company to close deals on a regular basis. In addition, a pod model allows testing and optimization because its members will be constantly communicating and collaborating.
Unlike local sales network organizations, a sales pod structure is very customer-centric. It creates small, focused groups comprised of team members playing specialized roles. For example, a six-person sales pod might include three SDRs, two AEs, and one customer success rep. These specialized groups will handle the entire sales process for a particular customer.
This model can be applied to small companies with multiple product lines and geographies. For smaller businesses, a pod-based organization may be the right choice. But remember that the right structure depends on your customer base and internal team culture.
Defining sales territories
One of the first steps in creating an effective sales territory structure is to identify your best customers. This will help you focus your sales efforts more effectively and ensure that each customer is profitable. Knowing who your best customers are, will also help you determine the best geographical areas set up your territories.
As a sales manager, it is important to keep several things in mind when determining sales territories. The territory size must be proportionate to the number of salespeople. The area should be large enough to ensure that each salesperson has a suitable amount of customers to serve. Furthermore, the territory size should be uniformly distributed. The more uniform the distribution of the territory, the more motivation and willingness salespeople will have to serve their customers. The sales territory should also be long-term, so that no two salespeople will be serving the same customers at the same time.
Scaling a sales
There are several considerations to keep in mind when scaling a sales org. For one thing, the nature of the company’s business will determine how much additional sales capacity is needed. For example, if a company is moving into a new industry, it may be necessary to hire more new business reps, promotions supervisors, or developers.
It will also be necessary to share the sales burden. This means that you cannot leave the revenue-generating all-stars to drive all of the growth. This is where hiring the right people is key. Here are a few things to keep in mind when scaling your sales team: (I) Identify and prioritize what areas of the business need extra attention.
Another consideration is the technology stack. While many companies are able to replicate their tech stack, they will have to consider other factors, such as office space, recruitment pool, and overheads.
Using revenue operations software
While revenue operations professionals are often technical, most are not engineers. This can make it difficult to implement revenue operations software in-house. Consequently, some organizations resort to using their own IT and engineering resources to create the integrations they need. This approach, however, creates brittle stopgaps and often leaves revenue or teams to improvise manual solutions to their problems.
The next step in determining sales management is to understand the customers and their behavior. This can help you make decisions about the right kind of resources, education, and future hires.
Conclusion
Revenue operations software is a powerful tool for improving the marketing and sales processes of an organization. Whether it’s through marketing automation or sales automation, it can help businesses improve the customer journey. The RevOps platform, for example, pulls revenue data from various sources and uses artificial intelligence technology to build revenue forecast models.
Revenue operations can help companies increase productivity by leveraging data across multiple touchpoints. It can also help to decrease the number of siloed departments. In addition to creating revenue-generating funnels, revenue operations software can help companies develop new strategies to increase sales and revenue.
