This tool details seven distinct models for structuring a sales organization; Stratification, Hunter/Farmer, Geography, Persona, Product/Solution, Industry/Vertical, and Hybrid. It provides the pros and cons of each model with respect to business needs and market context.
Each model has specific applications, advantages, and considerations. The Stratification model is effective for managing accounts of varying sizes, while the Hunter/Farmer model balances new business acquisition with customer loyalty. The Geography model is based on regional market characteristics. The Persona model aligns with different buyer types. The Product/Solution model focuses on specific customer needs, and the Industry/Vertical model tailors sales strategies to specific industries. Lastly, the Hybrid model combines elements of these approaches for a more tailored strategy.
This tool is helpful for chief revenue officers and operations leaders seeking to optimize their sales organization. Understanding and selecting the right model can lead to improved sales effectiveness, better alignment with market demands, and increased revenue growth.