Sales Team Organization
According to Antoine
Head of Sales
Trusk
What is the role of a sales team?
How do you organise a sales team?
What is the sales process like at Trusk?
What is the role of a sales team?
Antoine, Head of Sales at Trusk, is responsible for defining the sales strategy and managing its sales teams. The responsibilities of a sales team member are to sell products and services using strong arguments to potential customers, to carry out cost-benefit analyses of existing and potential customers, and to maintain positive business relationships to secure future sales.
How do you organise a sales team?
The ideal way to organise your sales team is to segment each stage of your sales cycle. In most B2B companies, the main steps are
- Identifying targets in relation to your typical customer
- Enriching the information about that customer
- First contact with the customer to qualify him/her (Do the assumptions made match? Is the topic relevant?)
- Meeting the customer
- Choice of pricing
- Definition of processes
- The start of the first deliveries
From this perspective, allocate your sales teams to each of these stages, depending on your objectives and the maturity of your company. A young company will spend more resources on identifying its targets, while an already successful group will surely focus on maintaining customer relations and deliveries.
What is the sales process like at Trusk?
At Trusk, the week starts with a first meeting at 8.30am on Monday morning, and concludes on Friday morning at 9.45am for debriefing. Sales representatives use the rest of their Friday to organise their next week and prepare for their next calls.
Dedicated calling sessions are scheduled on Tuesday and Thursday mornings to acquire new accounts and maintain existing relationships.
In order to manage his team, Antoine plans individual meetings each month with his colleagues to follow up on their progress and define the next objectives.
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