Forming the Right Department Structure for Successful B2B Sales
Posted: Tue Jan 28, 2025 3:26 am
The structure of the sales department is considered correct if it corresponds to the business goals of the company, is developed taking into account KPIs and the capabilities of employees.
Implementing B2B sales methods helps to increase the conversion of transactions if all 3 classic roles are distributed among sellers:
Hunter (English) - an employee specializing in finding and attracting potential clients. In the B2B segment, a hunter is a driving force aimed at passing the entire sales funnel. They interact with clients and the right people, and after the deal is concluded, they control the progress of the start of work. Bad option: the hunter's responsibilities include only the first presentation of the sales proposal.
A closer is a specialist who enjoys authority, usually a sales manager (director or expert). His knowledge is the basis for forming the right sales proposal. A closer knows how to convince a client of the need to conclude a deal.
Farmer (English) - an employee iran email list involved in upselling, establishing feedback with clients and ensuring contracts. As a rule, this role is assigned to an account manager or another specialist.
In small companies with a small sales department, it is common practice for one employee to combine several roles.
In large trade organizations, as a rule, division into sales departments is used, for example, by region or product, by type of client (retail, dealers, wholesale purchases, etc.). Some companies form departments that deal with tenders and work with major clients.
Download a free selection of tools for calculating KPIs and increasing marketing metrics
Alexander Kuleshov
Alexander Kuleshov
General Director of Sales Generator LLC
Read more posts on my personal blog:
Over the past 7 years, we have conducted over 23,000 comprehensive website audits and I have learned that all of us as leaders need clear and working algorithms for our marketing and sales.
Today we will share with you 6 of the most valuable documents that we have developed for our clients.
Download for free and implement today:
Step-by-step guide to creating marketing KPIs
Template for calculating KPIs for a marketer
9 Examples of Universal Selling Commercial Proposals
Upgrade your CPs to close more deals
How to make KPI for the sales department so that profits grow by 20% or more?
Step-by-step template for calculating KPIs for OP managers
Checklist of 12 main indicators for website promotion
Find out what metrics are needed to properly optimize your website
40 Services for Working with Blog Content
We have collected the best services for working with content
How to define your target audience without mistakes?
A proven guide to defining a company's target audience
Download the collection for free
pdf 8.3 mb
doc 3.4 mb
Already downloaded
153398
It is impossible to say unequivocally what a sales department in the B2B segment should look like. Therefore, before you start forming it, try to understand at least the following:
Do you have business processes developed for all transaction areas and how do they differ from each other? Please note: each transaction area must have its own business process;
how many leads can one salesperson process in a month;
how many transactions can a sales manager handle simultaneously;
when exactly the client makes the final decision, which at this moment can become the main argument in favor of the purchase;
which operations should be handled by junior employees, and which ones are better automated.
Implementing B2B sales methods helps to increase the conversion of transactions if all 3 classic roles are distributed among sellers:
Hunter (English) - an employee specializing in finding and attracting potential clients. In the B2B segment, a hunter is a driving force aimed at passing the entire sales funnel. They interact with clients and the right people, and after the deal is concluded, they control the progress of the start of work. Bad option: the hunter's responsibilities include only the first presentation of the sales proposal.
A closer is a specialist who enjoys authority, usually a sales manager (director or expert). His knowledge is the basis for forming the right sales proposal. A closer knows how to convince a client of the need to conclude a deal.
Farmer (English) - an employee iran email list involved in upselling, establishing feedback with clients and ensuring contracts. As a rule, this role is assigned to an account manager or another specialist.
In small companies with a small sales department, it is common practice for one employee to combine several roles.
In large trade organizations, as a rule, division into sales departments is used, for example, by region or product, by type of client (retail, dealers, wholesale purchases, etc.). Some companies form departments that deal with tenders and work with major clients.
Download a free selection of tools for calculating KPIs and increasing marketing metrics
Alexander Kuleshov
Alexander Kuleshov
General Director of Sales Generator LLC
Read more posts on my personal blog:
Over the past 7 years, we have conducted over 23,000 comprehensive website audits and I have learned that all of us as leaders need clear and working algorithms for our marketing and sales.
Today we will share with you 6 of the most valuable documents that we have developed for our clients.
Download for free and implement today:
Step-by-step guide to creating marketing KPIs
Template for calculating KPIs for a marketer
9 Examples of Universal Selling Commercial Proposals
Upgrade your CPs to close more deals
How to make KPI for the sales department so that profits grow by 20% or more?
Step-by-step template for calculating KPIs for OP managers
Checklist of 12 main indicators for website promotion
Find out what metrics are needed to properly optimize your website
40 Services for Working with Blog Content
We have collected the best services for working with content
How to define your target audience without mistakes?
A proven guide to defining a company's target audience
Download the collection for free
pdf 8.3 mb
doc 3.4 mb
Already downloaded
153398
It is impossible to say unequivocally what a sales department in the B2B segment should look like. Therefore, before you start forming it, try to understand at least the following:
Do you have business processes developed for all transaction areas and how do they differ from each other? Please note: each transaction area must have its own business process;
how many leads can one salesperson process in a month;
how many transactions can a sales manager handle simultaneously;
when exactly the client makes the final decision, which at this moment can become the main argument in favor of the purchase;
which operations should be handled by junior employees, and which ones are better automated.