Structure Objective: To gain a clear picture of the structure, resources and organisation of the sales operation and to establish the fit of the structure to the current strategy               How is the sales organisation structured (explanation of KAM / territory management structure(s) and market segmentation etc) In the current structure where are the hunters and farmers needed? How are prospects / customers profiled or categorised? What other channels are there to market? (partners, resellers, e-commerce etc) What are the organisational relationships between sales and other areas of the business (customer services, marketing, finance etc) How long has the current structure been in place? To what extent does the structure address the demands dictated by the strategy? Looking at the future, how will the structure / organisation of sales need to change?

Sales Strategy Sales Process Sales Systems Sales Skills