Your sales organization

Organization
Your sales organization includes everyone involved in the sales process. To be successful, a B2B solution sales team requires a number of different roles. For early stage companies, team members may need to play more than one role. It is important to keep in mind that ultimately people are typically best suited to serve one role. Once you are financially able, you will want to include a number of specialists on your sales team.

Key roles typically include the Manager, Connector (inside sales), Dealmaker (outside sales), Specialist (pre-sales engineer), and the Administrator.

 

Role	Responsibilities
Manager	Managing the sales effort
Connector	Identifying target contacts Initiating contact Building relationships with target contacts
Dealmaker	Managing the sales cycle Closing deals
Specialist	Product expertise Demonstrations
Administrator	Sales administration

For each role, you need to clearly define both responsibilities and rewards. Responsibilities for each role should be defined in writing, so that there is no overlap and everyone understands their contribution. More than any other function, sales teams are motivated by rewards. These should be clear, simple, fair and tied directly to the key metrics that drive your core sales processes.