Sales Team Structure

Sales team structure encompasses the organizational design, roles, responsibilities, specialties, segmentation, management framework, and interrelationships across the sales organization. Structures should optimize talent deployment, information flows, efficiency, and accountability.

Sales structures differ based on company maturity, product complexity, customer segments, sales cycle, territory geography, channel models, and hybrid support roles. Common core sales roles include SDR, AE, Sales Engineer, Sales Ops, Enablement, and Sales Leadership.

Well defined team structures clarify hand-offs, decision rights, and key results for each position. Spans of control balance workloads. Aligning structure to stage and goals enables scaling. However, flexibility helps maintain effectiveness amid growth and market changes. Poor structures impede results. Optimized sales team structures provide focus for goals.