face the sale. Now is the time to see how to organize the sales team. Believe me, it is not a matter of little weight. Often times it is the difference between sales working and not working. And there is no single method to do it. In fact, if you search on Google, there are more than 8 million articles covering the subject. Only in Spanish.

We don't get caught up in introductions and get straight to the point. What are the most typical ways to organize the sales force? There are 3 great approaches (with many variants) when organizing the sales force:

1. Isolated organization.
2. Chain organization.
3. Organization in capsules.

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Organization isolated from the sales force

In the first, the isolated organization, each salesperson makes war on his own is in charge of managing the entire process from beginning to end. This approach is nearly impossible to apply successfully to large account sales, so we won't go into it further. If you want to know more, you can read The power of the sales force . Chain organization of the sales force

In the second approach, a chain of people is created who are in charge of a phase of the process: • A link generates leads. • A link qualifies the leads obtained. • A link closes clients with qualified leads. • One link implements the solution and supports customers. These links can be from 1 person to 1 team and it makes a lot of sense in sales to large accounts: • Lead generation often depends on marketing. • Qualification usually depends on the SDR (Sales Representative Developer). • The actual sale usually depends on the AE (Account Executive).