Answer to Question #317425 in Management for Arshiya

Question

You are a Start-up selling GPS connected Helmets for Bikers. You have set the business 5 years back and current have a revenue of Rs 1 crore. You are based in Mumbai and would now want to expand across India in FY 22-23. What will be your Sales organization structure and types of sales person for this expansion?

Answer 1

Geographic Structure

Geographic sales structures sound like what they are. Sales teams that run by this structure organize by location.

So, let's say that you have some clients in Atlanta, others in Boston, and others in New York. With a geographic organizational structure, you're likely to break your sales team between these cities. This is also known as a territorial sales force structure.

Types of sale persons

The Scout.

When expanding into a new market in your industry, it’s tempting to move your top sales person to the new geographical area.

But since the person is unfamiliar with the area, it’s better to hire a scout who hails from that market, preferably from one of your major competitors, to lead the new office.