Sales Force Structure, Pipeline Management & Territory Design
Design roles, stages and territories around customer needs and selling capacity.
Cheat sheet
Design roles, stages and territories around customer needs and selling capacity.
What to check first
Group accounts by complexity and calculate workload by stage.
How to make the call
Monitor pipeline ageing, win rate and cost per closed deal across both motions.
OpenStax · Business markets and purchasing behavior · further reading for b2b & sales
Indian practice case
Fictional scenario
A Delhi software company has too many generalists pursuing small and enterprise deals alike.
Reveal the step-by-step solution
- Diagnose the problem.
Group accounts by complexity and calculate workload by stage.
- Work through the evidence.
Route enterprise accounts to specialists and small accounts to inside sales. Define handoffs and exit criteria.
- Recommend and validate.
Monitor pipeline ageing, win rate and cost per closed deal across both motions.
More Indian cases
Interview question
How would you use sales force structure, pipeline management & territory design to make the decision in this case? Explain which data you need first and what would change your recommendation.
See what a strong answer includes
Route enterprise accounts to specialists and small accounts to inside sales. Define handoffs and exit criteria. Monitor pipeline ageing, win rate and cost per closed deal across both motions.