Consider this scenario: Your company is in growth mode and has acquired several smaller players in your space in recent years. The newly combined selling organization is a mess. Not only are multiple reps calling on the same customers, but it is evident that some sellers are focused on accounts with minimal potential, while others don’t even appear to have the skills necessary to sell and deliver on your value proposition. You aren’t seeing the results you expected and are under pressure to rectify the situation before you lose more market share.
A reorganization of your salesforce is necessary, but where do you start? And how do you ensure you are making decisions that will maximize impact and not just “rearrange the deck chairs,” so to speak?
Whether you are merging disparate sales teams into one or merely restructuring your team to compete more effectively, a reorg can be quite daunting. Truthfully, there are many “balls” to juggle when restructuring, but if you stay focused on the three essential considerations of alignment, size, and enablement, you’ll end-up with a sales organization poised for success.