What is the impact of digital on your sales organization?
Posted: Sat Dec 21, 2024 3:47 am
Digital is profoundly changing purchasing habits and companies must actively transform their sales, marketing and customer relations departments to stay connected to their customers. In this article, let's see how digital can impact your sales organization .
To begin with, what is meant by a sales organization?
By sales organization, we refer to a sales force composed how to build phone number list of men and women who are part of a structured group, sometimes even hierarchical, with common objectives. In other, more digestible words, the sales organization is the structure put in place to respond to the targeted markets.
This organization can be defined according to four major criteria:
1. No distribution
You are the CEO, HR Director, Sales Director and Salesperson all at once. All sales go through the same person . Usually, the manager, known to his clients for years, and a specialist in his sector.
2. A geographical distribution
Each employee in your sales force will be responsible for one or more cities , departments , or regions ... This distribution will of course depend on your activity, the length of your sales cycle, your commercial aggressiveness (product launch for example...): for certain products and services, a salesperson may be entrusted with several departments, and for others, several salespeople will be required in the same department, or even the same city.
commercial-organization-geographical-distribution
3. A breakdown by product specialization
Let's say you are an industrial company (this reminds me of the math problems in high school...). Your "technical sales people" may have their own speciality: concrete or prefabricated blocks, wood or aluminium joinery, flexible above-ground or rigid shell swimming pools...
This specialty can be either linked to a high technicality of the product which requires precise expertise. There is a good chance that a mattress salesman who talks to you about the chemical formulation of a cement, an office automation salesman who tries to sell you an alloy of technical metals ... will not be as convincing as a technical salesman, with skills , whose job it has been for years.
4. A breakdown by distribution channel
If you are a food company, the two previous breakdowns may not be the most suitable for your business.
A breakdown by distribution method seems more logical: salespeople to approach medium and large retailers, salespeople to approach CHR or even CBHRD (Cafes, Bars, Hotels, Restaurants and Nightclubs).
To begin with, what is meant by a sales organization?
By sales organization, we refer to a sales force composed how to build phone number list of men and women who are part of a structured group, sometimes even hierarchical, with common objectives. In other, more digestible words, the sales organization is the structure put in place to respond to the targeted markets.
This organization can be defined according to four major criteria:
1. No distribution
You are the CEO, HR Director, Sales Director and Salesperson all at once. All sales go through the same person . Usually, the manager, known to his clients for years, and a specialist in his sector.
2. A geographical distribution
Each employee in your sales force will be responsible for one or more cities , departments , or regions ... This distribution will of course depend on your activity, the length of your sales cycle, your commercial aggressiveness (product launch for example...): for certain products and services, a salesperson may be entrusted with several departments, and for others, several salespeople will be required in the same department, or even the same city.
commercial-organization-geographical-distribution
3. A breakdown by product specialization
Let's say you are an industrial company (this reminds me of the math problems in high school...). Your "technical sales people" may have their own speciality: concrete or prefabricated blocks, wood or aluminium joinery, flexible above-ground or rigid shell swimming pools...
This specialty can be either linked to a high technicality of the product which requires precise expertise. There is a good chance that a mattress salesman who talks to you about the chemical formulation of a cement, an office automation salesman who tries to sell you an alloy of technical metals ... will not be as convincing as a technical salesman, with skills , whose job it has been for years.
4. A breakdown by distribution channel
If you are a food company, the two previous breakdowns may not be the most suitable for your business.
A breakdown by distribution method seems more logical: salespeople to approach medium and large retailers, salespeople to approach CHR or even CBHRD (Cafes, Bars, Hotels, Restaurants and Nightclubs).