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Sales Team Structure

A sales team structure refers to the way a business organizes its sales team. For example, a business might have employees in different sales-related roles, departments, and locations. Businesses organize their sales teams in a specific way so they can maximize productivity, streamline resources, reduce labor costs, and maintain successful workflows. When creating a sales team structure, an organization might use a sales coverage model that places sales agents and other employees in particular roles or locations so they can target the highest value accounts.

What Small and Midsize Businesses Need to Know About Sales Team Structure

By structuring sales teams based on role, product, location, or other factors, SMBs can expand into new markets and achieve success in their sales. The right sales team structure can also improve collaboration and communication between agents and managers.

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