Organizing commercial teams to boost sales

Published on October 24, 2023

The economic outlook continues to be volatile for B2B companies and it is in these times that we count most on our sales force to secure profitable volumes. Our recent study amongst 1000 business leaders amplifies the importance of a well-performing sales team, as the sales related topics top the list of business challenges in 2023.

This comes as no surprise, given the current labor shortage and aging B2B sales team population in combination with long lead times to train knowledgeable sales representatives. 

In this article we delve into four levers to organize your sales team and prepare your company to navigate turbulent times. 

Four critical sales levers to boost sales

1. Segmentation: The foundation of commercial success

In B2B sales, getting customer segmentation right is vital for success. It forms the foundation of the commercial strategy, the structure of the commercial team and the allocation of…

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