Challenges BUILD COMPETE MAINTAIN EXTEND CULL Coverage Critical Mass Sales Model Scale Repeatability Organization / Enables / Allows / Sales Organization Stages and Challenges BUILD COMPETE MAINTAIN EXTEND CULL Coverage Critical Mass Sales Model Scale Repeatability Organization / Sales Models Sales Organization Development Stage Every / /
Person
Steve W. Martin / Perception / /
Position
Sales Vice President / Director of Sales Enablement While the goal / Vice President of Worldwide Sales Vice President Corporate Sales Vice President / Vice Presidents / Model Sales Organization Development Stage / Sales Vice President of Strategic Sales Vice President / Chief Revenue Officer Vice President North America Sales Vice President / Senior Vice President of Sales Vice / Pacific Sales Vice President of Channel Sales Vice President / senior executive sales leaders / Business Development Vice President Americas Sales Vice President / Vice President of Worldwide Sales & Marketing Vice President of Asia Pacific Sales Vice President / representative / Vice President North America Sales Vice President Enterprise Sales Senior Vice President / Sales Operations Vice President of Sales Vice President / sales leader / C-level executive / mid-level management / author and sales organization researcher / Worldwide Sales Vice President Corporate Sales Vice President of Sales Operations Vice President / Vice President of EMEA Sales Vice President Mid-Market Sales Vice President / Strategic Sales Vice President of Business Development Vice President Americas Sales / /
The Truth About the Field Sales to Inside Sales Migration Trend Sales Organization Structure Study Based upon Interviews and Surveys with Vice Presidents of Sales at Top Technology Companies Table of Contents