Module Seven: Integration – Combine the sales plan with the strategic plan.
To be successful a company must define its sales organization, its functional organization, its resource organization, and its operations organization. Each of these organizations are important, are interdependent, and have different responsibilities. However, profitable revenue growth must be assigned to the sales organization. These assignments are handled differently for each company. Examples are physical territories, national or international regions, industry segments, customer types, assigned prospect listings, one to many business development, existing account growth, or a combination of one or more. In all cases, you must assign specific achievable quotas that can be measured. Together we’ll define the different sales organizations and help you discern the right structure and quota assignments for your company.