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Sales Team Structure Models Explained

The document discusses different types of team-based organization structures in sales including line, functional, committee, line and staff, geographic, product-wise, and customer-wise structures. Examples are provided of companies like Airtel, Starbucks, and IBM that use functional, geographic, and product-wise structures respectively.

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varun rao
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7 views20 pages

Sales Team Structure Models Explained

The document discusses different types of team-based organization structures in sales including line, functional, committee, line and staff, geographic, product-wise, and customer-wise structures. Examples are provided of companies like Airtel, Starbucks, and IBM that use functional, geographic, and product-wise structures respectively.

Uploaded by

varun rao
Copyright
© All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd

Team based Organisation Structures in Selling

Bhargavi Gharat- A-31


Varun Rao – B-22
2 Index
3 ▸ Sales organization structure refers to the segmentation of your sales team into
specialized groups.
INTRODUCTION
▸ Sales organization structure is important as it sets sellers up for success.

▸ Design of your sales organization will allow you to capitalize on individual capabilities
and experiences, while also ensuring the right sellers are targeting the right customers.
4 Importance
5 • Line type sales organisation
• Functional type organisation
• Committee type sales organisation
• Line and staff types sales organisation
Lines of Authority – Divisions
• Geographic
• Product-wise
• Customer-wise
• The Assembly Line
• The IslandThe Pod
Line type sales organisation
6
Functional type organisation

7
Example

8
Airtel has a functional structure.
It has directors for supply chain, marketing, human resources, technology,
customer care, legal works and so on.
9
Committee type sales organisation
10 Example
Geographic
11
12
Example

 Starbucks's organizational has geographic type sales organisation,based


on the physical location of its operations.

 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).

 Within North America, the geography is further broken down into


Western, Northwest, Southeast and Northeast regions.

 Each region has its own senior executive who sets the operating strategy
for the stores within the region.

 These executives have the flexibility to adjust policies to suit the


particular needs of the local market.
13
Product-wise
14
Example

IBM
15
Customer-wise
Example

16
The Assembly Line

17
18
The Pod
19
▸ The Island
20
Thank You !!

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