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Full Description
This book explains how organizations can build new sales structures or evaluate and optimize existing ones. In volatile times with high customer expectations and interchangeable products and services, sales organizations need to be rethought or even completely restructured. Often, these organizations are historically developed, outdated, and operate rigidly, with hybrid approaches usually being entirely overlooked.
The author explains how decision-makers can systematically develop a detailed understanding of the market, customers, and organizational structure to optimize their sales channels and remain competitive. The book outlines, step by step, which employees and departments need to be involved and coordinated, and how analysis, planning, and implementation can succeed in each specific task area within the company—integrated, deliberate, and flexible. It's a book for anyone looking to secure a sustainable and successful future for their business.
Contents
Importance of Strategic Sales Structuring.- The Market: Building a detailed understanding of the market and competition.- The Customer: Developing a detailed understanding of buyers and customers.- The Channel: Determining sales channels and structuring options.- The Organization: Integrating and coordinating sales channels.- The Employees: Determining the number and distribution of employees.- The Management: Establishing strategic sales goals and their monitoring.
