Rethinking Revenue Structures:

Historical practices for designing sales organizations need to be adapted due to new pressures on revenue generation.

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Sales Representative Calculation:

Proper sales organizational design begins with calculating the necessary number of representatives based on revenue objectives.

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Role Structuring:

Key sales roles should be structured around three main models (Island, Assembly Line, Pod) to improve performance based on company complexity.

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Adapting to Customer Engagement:

The transition in customer purchasing preferences necessitates a reevaluation of the go-to-market strategies.

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Cost Management Innovations:

CROs face demands to innovate organizational structures while reducing SG&A costs to improve profitability.