In order to meet customers' new demands, realign the structure of your sales team to boost the top line, according to Mike Emerson of Indian River Consultant Group in How Sales Comp Can Drive Sales Growth.
Traditionally, salespeople are paid a commission, but that doesn’t always mean that the top commission earners are actually the top sellers, Emerson said at the Sales GPS 2017 Executive Workshop in Austin, TX. The team-selling structure is one way management can remedy this problem and realign sales teams to drive growth.
By having field sales work more closely with inside sales and customer service reps, customers can be served more efficiently through their channel of choice and field sales can focus on developing new accounts or expanding existing ones without fear of losing income from maintenance accounts.
This approach may require a culture shift, away from individual responsibilities to a more interconnected team, but in this model it’s not just about getting more gross profit dollars. It's "focused on hitting a team plan,” Emerson says. And if the plan is hit, everyone on the team benefits.
Read more about restructuring your sales team in How Sales Comp Can Drive Sales Growth