This book explains how organizations can build new sales structures or assess and optimize existing ones. In volatile times with high customer expectations and interchangeable products and services, sales organizations need to be rethought or even completely restructured. Often, they are historically developed, outdated, and operate rigidly, with hybrid approaches frequently being overlooked.

The author explains how decision-makers can systematically develop a detailed understanding of the market, customers, and organization to optimize their sales channels and remain competitive. The book provides a structured approach, detailing which employees and departments need to be involved and coordinated, and how the analysis, planning, and implementation can succeed in each specific task area within the company-integrated, deliberate, and flexible. This book is for anyone looking to ensure a sustainable and successful future for their business.

Contents

• Importance of strategic sales structuring
• The Market: Building a detailed understanding of the market and competition
• The Customer: Developing a detailed understanding of buyers and customers
• The Sales Channel: Determining sales channels and structuring options
• The Organization: Integrating and coordinating sales channels
• The Employees: Determining the number and distribution of employees
• The Management: Establishing strategic sales goals and their monitoring

The Author

Dr. Manuel Beck is the Managing Partner at the consulting firm Bricklog and serves as the Chief Sales Officer (CSO) in the marketing and sales department at Brain4Data. He is also a guest lecturer at various universities. He is an expert in developing go-to-market strategies and in building and leading sales teams.

The translation was done with the help of artificial intelligence. A subsequent human revision was done primarily in terms of content.