Based upon your market segmentation strategy, do you have the right mix
of sales professionals, sales specialists and support people?
Is your sales structure aligned with today's market requirements?
It is not uncommon to see duplication of effort that creates inefficiency and ineffectiveness. It is important for companies today to evaluate and align their sales structure with the different market segments identified from the market segmentation analysis and sales process mapping. From market segmentation, you may identify a customer base that is in growth, another that is mature, and those that are emerging. You can then align your selling organization in a way that maximizes sales results from each segment. Each segment will then have the right sales approach and value proposition for the stage of evolution of that particular customer base.