Sales Organization Structure
                     SALES ORGANIZATION 
STRUCTURE
 Sales organization structure refers to the segmentation of your sales team 
into specialized groups. How you organize your sales team will be 
determined by the regions you serve, the number of products and services 
you offer, the size of your sales team, and the size and industry of your 
customers.
Introduction
Source: www.highspot.com
 Sales organization structure is important as it sets sellers up for success. 
After all, you wouldn’t put a new recruit in charge of your enterprise 
accounts; similarly, a rep with deep experience in healthcare would 
probably struggle to sell into tech. 
Why it is 
important?
Source: www.highspot.com
 our sales organization is in charge of generating revenue for your business 
by convincing buyers to purchase a product or service. In order for 
salespeople to effectively close deals, they need to focus on sales-critical 
activities.
WHAT DOES A SALES 
DEPARTMENT DO?
Source: www.highspot.com
There are four main types of sales organizational structures:
 Functional Structure
 Geographic Structure
 Market-Based Structure
 Product Sales Force Structure
TYPES OF SALES 
ORGANIZATIONAL 
STRUCTURES
Source: blog.thecenterforsalesstrategy.com
Function structure refers to the sales organization structure that focuses on 
specialization within the marketing team. This means that everyone has their 
own purpose to fulfill within the team based on their specialties, interests, and 
other factors.
Functional Structure
Source: blog.thecenterforsalesstrategy.com
Geographic sales structures sound like what they are. Sales teams that run by 
this structure organize by location.
Geographic 
Structure
Source: blog.thecenterforsalesstrategy.com
A market-based structure, also known as a customer sales force structure, 
refers to a sales team that is organized by customers or industry. More likely, 
they're grouped by industry.
Market-Based 
Structure
Source: blog.thecenterforsalesstrategy.com
The product sales force structure focuses on the products that clients make. 
This can be based on individual products or product types. This organizational 
structure is the most specialized of all of these options. 
Product Sales Force 
Structure
Source: blog.thecenterforsalesstrategy.com
You need an organized sales team. In fact, the Harvard Business Review 
performed a study that found that well-organized sales organizations perform 
much better than sales organizations without a distinct organizational 
structure.
How to Create a 
Sales Organizational 
Structure?
Source: blog.thecenterforsalesstrategy.com
THANK YOU