The assembly line typically breaks down a sales force by function into four different groups: Lead generation team: Responsible for developing leads, and gathering names, phone numbers, emails, and data. • Sales reps develop product expertise• Management can guide selling efforts, • Higher costs due to duplication of efforts within geographies and customer accounts• Coordination required when more sales reps have the same geography/accounts. No Code. With this type of structure, the business is organized around specific steps in the end-to-end workflow: for example, research and development, customer acquisition and project management. Geographic departmentalization: Geographic departmentalization involves grouping activities based on geography, such as an Asia/Pacific or Latin American division. Territorial sales force structure refers to a sales force organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company’s full line of products or services to all customers in that territory. Specialization within Sales Organization • Needed to increase effectiveness of sales force • Done by expanding basic sales organization • Basis of specialization • Geography • Type of product • Market • Combination of above • Criteria for selection – (1) nature of product, (2) sales force abilities, (3) demands of selling job, (4) customer and market facts By assuring that all of your Sales Reps’ opportunities are centered in one general area (be that a single block of offices in New York City or a collection of five states … Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 4: Sales Organization Structure and Sales Force Deployment Geographic Sales Organization National Sales Manager Zone Sales Managers (4) Zone Sales Managers (4) District Sales Managers (20) Salespeople (100) Salespeople (100) District Sales Managers (20) Eastern Region Sales … Geographic location is an integral factor that determines market positioning and product sales. e. no customer duplication. Geographic Segmentation Examples So, you might have a technology division, an aerospace division and a manufacturing division, all operated as separate cost centers. Specifically, the company will split its operations into different regions or territories such as the "North America Division" or the "Europe, Middle East and Africa (EMEA) Division.". The division's deep knowledge of local conditions helps in decision making, and the autonomy afforded to each geographic unit means management needs to coordinate less with HQ before making decisions based on local factors about which HQ may know very little. However, the overall direction of each division is still directed by the central business policy. For instance, if the mood on a specific product suddenly changes, the division can order more (or less) of that product or switch its marketing direction in light of local needs. Looking for a sales training provider for you or your organization? With product-based structure, the organization is structured around particular product lines. Optymyze delivers success with enablement and support. Where different geographies have different needs in terms of resources, staff and shipping, it makes sense to organize geographically rather than centralizing these functions. Business process and data automation with workflow, reporting, and many other types of user apps for sales, service, workforce, finance, and more. Flexible data architecture, unified data, logic, and app architecture, and autonomous deployment. That's because you can tailor your approach to the local market. • Sales reps understand the needs of their customers and build stronger relationships• Management control can be strategically allocated to different markets. Continue scrolling for this year’s Sales Training Watch List Companies, representing companies with emerging or unique strengths and capabilities. This approach allows for close communication with local customers and enables individual units to manage their own salaries, employee hours, data and costs around local norms. • Low cost• Proper territory management leads to low geographic duplication of effort• Low duplication of effort with customers (unless buyers are organizations that cross territories), • Sales reps have a hard time developing product or market specialization (unless the organization commits to specialized sales forces allocated by geography)• Territory sizing can be a challenge, resulting in uneven revenue/opportunity across geographies’. b. based on the premise that a mix of the different sales organization structures is always much better than any one. b. no geographic duplication. While using geographic segmentation, the company might launch different products for that particular market or might also use different marketing strategy to attract the said geography. No Code. This organization clearly defines each salesperson’s job and fixes accountability. Each regional division’s managers optimize operations in the regional sports shoes, apparel and equipment market. Continuous integration, testing, and deployment, component reuse, and auto logs. The company splits its operations into three core territories – Americas, EMEA and China/Asia-Pacific – with a geographic head for each territory (for instance, the president of EMEA operations). A common organizational model is the functional structure, in which employees are grouped by the main tasks they're responsible for.For example, all sales employees are in the sales department, which is headed by the sales manager and sales director. This is also known as customer sales force structure, and it means that sales reps are grouped by customer or industry. In fact, there are at least four common structures besides the geographic structure, and there are dozens of variations on each theme. For example, if you operate three retail stores – one in Houston, one in Oklahoma City and one in Santa Fe – it could be easier logistically and for state filing and regulation purposes to divide your operations by geography.