Organizational development aligns human capital with sales strategies and business needs. Accelerate Consulting Group helps its clients design effective sales organizations, clarify sales roles and job design, and create efficient territories to cover the market.
ACG also support sales management practices that drive productivity, and empower businesses to unlock value created by leveraging employees’ knowledge, skills and capabilities.
When an organization is properly structured and correctly aligned with business strategies and key objectives, sales effectiveness and productivity increase.
Organization design
We work with our clients to ensure proper alignment of the sales strategies with the sales team. We take the time to understand the existing structure, including strengths and weaknesses. And we also learn the corporate culture, which has the potential to undermine sales initiatives.
ACG helps develop a sales organization design that ensures that:
- Sales and sales management roles are clearly defined
- There are enough sales reps to cover the market
- Sales managers have the appropriate span of control (number of direct reports).
- The appropriate levels of sales management are established
- Various sales roles are properly aligned to avoid potential channel conflict.
We help clients place the right sales talent in front of the right clients to win the right opportunities.
Sales role design/clarification
ACG designs effective sales organizations by clarifying roles and job responsibilities. We review the existing job descriptions, interview the sales management to explain the job in detail, and often participate in sales calls to watch the team in action. The combination of these three processes helps to clearly define both what is being done, and what needs to be done, to be productive and successful.
A full understanding of the specific roles and responsibilities of a job also helps when conducting a market assessment of that particular position. By clarifying the job responsibilities, we can more effectively match the job to others on the market, and more accurately determine market value for that job. Clear sales jobs are essential to effectively execute a sales plan and grow your business.
Territory design
A sales team without appropriately defined territories can result in a pileup. Lack of clear-cut territories can result in multiple sales reps calling on the same accounts, create internal competition instead of focusing on beating the real competition, and present other challenges that can hinder sales effectiveness.
With a thorough understanding of a client’s approach to market, we can help them by balancing headcount, account loads, and market dynamics. Whether the territories are divided by geography, industry or product, clearly understanding the customer and organizing territories around them will enable the sales organization to better execute and grow.
Sales management practices
Once the sales team is in place, we also make sure the organization is equipped with the necessary tools and management practices to drive productivity and unlock the value in its greatest resources – its people.
With Accelerate Consulting Group’s background and expertise, we can help your sales team design effective sales plans, with well-defined and appropriate sales quotas. We can also ensure that you have the right tools in place to help you measure results, and ultimately improve sales and productivity results.