Organize your people into teams using the Team Designer. One of five modules in the Design Module, the Team Designer supports you in dividing sales responsibilities among your team.
The Territory Designer groups personell data to organize your sales team, typically based on the sales process model (E.g., Assembly-Line Sales, Full-Service Sales, etc.). The following are examples of common sales process models that fullcast.io supports:
- Full-Service Sales: Each sales rep owns the entirety of a sales process, from prospecting to post-sales work, and reports to a local manager. Managers report to a first line manager, who reports to a second line manager, and so on.
- Assembly Line Sales: Various aspects of sales are broken into various roles. Each specialized role can focus on either sales development (prospecting), closing, or customer success/account management.
- Sales Pod Distribution: A "Sales Pod" consists of the roles described above, all grouped together. Pods get assigned to territories for optimum coverage.
- Sales Hub Distribution: Certain roles are established in specific geographic locations, keeping the teams functioning in the local time zone and aware of the cultural context. Sales Hub distribution allows people to function efficiently in one work location, leading to greater progress in the long run.
The above list is not exhaustive by any means but depending on your particular sales context, one or more of these models may be applied. We recommend creating each level of team hierarchy based on your team structure.
The Team Designer groups people, so it works off of your people data: departments, titles, location, etc. It also pulls in performance metrics, like past sales, open pipeline, attainment, etc. You can customize and work with your business partner to configure the data fields and metrics you desire in the onboarding process.
To successfully complete the organization of your sales workforce, we suggest using the checklist below:
- Make sure the appropriate fields are available in the data.
- Navigate to the Teams Designer, understand how it works.
- Organize your workforce into Teams.
- Review scenarios using What-If Views.
- Design Roles for your sales and customer teams.
- Assign coverage using the Assignments tab.
- Setting Targets for your Teams.
- Build charts and reports to analyze your teams by metrics.
- Review your Org Chart.
- Commit changes and implement your sales plan!
Updated about a year ago