Post Event: Sales Team Structure: Roles, Functions, and Efficiency
𝐄𝐆𝐍 𝐈𝐧𝐬𝐢𝐠𝐡𝐭 — EGN Sales Leaders, Singapore 1 Peer Group Meeting
As markets become more complex and buying decisions involve more stakeholders than ever before, one question continues to challenge sales leaders:
Is your sales organization designed for the way your customers buy today or the way it always has?
This question shaped a rich discussion at our latest EGN Sales Leaders Singapore 1 Peer Group Meeting, member gathered to exchange experiences, challenge assumptions, and explore how sales organizations can remain effective in an evolving business landscape.
Key Takeaways:
𝟭.𝗕𝘂𝗶𝗹𝗱 𝘆𝗼𝘂𝗿 𝘀𝗮𝗹𝗲𝘀 𝘁𝗲𝗮𝗺 𝗮𝗿𝗼𝘂𝗻𝗱 𝗵𝗼𝘄 𝘆𝗼𝘂𝗿 𝗰𝘂𝘀𝘁𝗼𝗺𝗲𝗿𝘀 𝗯𝘂𝘆 : The best sales structure starts with understanding your customers' buying journey not by following traditional organizational charts.
𝟮. 𝗧𝗵𝗲𝗿𝗲 𝗶𝘀 𝗻𝗼 𝗼𝗻𝗲 𝘀𝗶𝘇𝗲 𝗳𝗶𝘁𝘀 𝗮𝗹𝗹 𝘀𝗮𝗹𝗲𝘀 𝘀𝘁𝗿𝘂𝗰𝘁𝘂𝗿𝗲 : Whether you choose generalists, specialists, hunters, or farmers depends on your business, customers, and growth goals.
𝟯. 𝗘𝘃𝗲𝗿𝘆 𝘁𝗲𝗮𝗺 𝘀𝘁𝗿𝘂𝗰𝘁𝘂𝗿𝗲 𝗵𝗮𝘀 𝘁𝗿𝗮𝗱𝗲 𝗼𝗳𝗳𝘀 : Specialized roles can improve focus, but they may also create handoffs and complexity. Leaders need to find the right balance for their business.
𝟰. 𝗙𝗶𝘅 𝘁𝗵𝗲 𝗿𝗲𝗮𝗹 𝗽𝗿𝗼𝗯𝗹𝗲𝗺 𝗯𝗲𝗳𝗼𝗿𝗲 𝗰𝗵𝗮𝗻𝗴𝗶𝗻𝗴 𝘁𝗵𝗲 𝘀𝘁𝗿𝘂𝗰𝘁𝘂𝗿𝗲 : Poor performance isn't always caused by the organization. First identify whether the issue is with the structure, the people, or the process.
𝟱. 𝗞𝗲𝗲𝗽 𝗲𝘃𝗼𝗹𝘃𝗶𝗻𝗴 𝗮𝘀 𝘆𝗼𝘂𝗿 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗲𝘃𝗼𝗹𝘃𝗲𝘀 : Customer expectations and markets continue to change. Sales leaders should regularly review whether their team structure still supports the business.
A special thank you to Ian Young Lee for sharing his practical leadership experience and valuable perspectives throughout the fireside conversation, and to Sami Ammous for expertly chairing another insightful peer learning session.
Our appreciation also goes to Marina Bay Sands for hosting us in such an outstanding venue, and to all our members whose openness, experience, and willingness to challenge one another made the discussion both meaningful and impactful.
At EGN, we believe that better leadership begins with better conversations. When leaders learn from peers who have faced similar challenges, they gain perspectives that no textbook or presentation can provide.
Looking forward to more inspiring conversations and meaningful connections ahead. 💙