Base salary or commission? Product specialists or geographic territories? Self-motivated “hunters” or consultative “team selling”?
Whether your business is creative services, list brokerage or direct mail production, determining the appropriate structure of your sales organization is among the most mission-critical challenges facing marketing services executives. In a business-to-business environment, where both buyers and sellers have the common goal of profitable growth, an inefficient sales structure can result in weak lead generation, poorly qualified sales calls and unclosed business.
Not surprisingly, concerns over sales efficiency are widespread.