Skip to content

Sales Team Structures to Help You Scale Your Sales

So your product or service is taking off, you are confident of your product-market fit and have successfully raised a round of capital, now what? Time to think about further growing your sales team and scaling your sales organization and equally important, what’s the best structure for your sales team?

A Harvard Business Review study shows that 50% of high-performing sales organizations have well-documented sales processes that are structured, compared to 28% of underperforming organizations. As your product or service starts to scale, don’t start hiring sales reps without thinking about the right team structure for your business and culture. This is more than just choosing your sales management tools, it’s also about creating a high performing sales organization.

So, what is the best structure for your sales team? Here are 3 models to think about:

1. The Island Structure

This is a more traditional “sink or swim” model that is based on having very little structure. The founder in this scenario typically acts as the head salesperson and as a result, the sales team will be given some basic support: This includes basic training, products to sell, a commission structure, and you let the team figure it out.

In this model, each of your sales reps are responsible for the entire sales process including generating, qualifying as well as closing deals.


  • Helpful in a company where sales are simple and transactional, it is also helpful when the sales process does not include too many sales steps involved
  • Requires little management and therefore, easier to implement
  • Can provide healthy competition between sales reps, especially if managed properly


  • Little control over brand positioning
  • Creates a highly aggressive and non-collaborative environment
  • You can’t effectively track and monitor sales metrics because sales reps do everything

2. The Assembly Line Structure

your sales team will have different roles including inspired by the Industrial Revolution, and often used to simplify a more complex sales process:

  • Lead generation: This includes inbound and outbound lead generation
  • Sales Development: this team qualifies the leads and identifies decision-makers
  • Account Executives: Responsible for closing deals
  • Customer Success or Account Managers: Responsible for increasing lifetime value (LTV) for customers by up-selling and keeping customers happy

This model is explained in Aaron Ross’s book, Predictable Revenue:


  • Highly specialized roles = Higher efficiency of the sales process
  • More predictable sales outcomes
  • Easier to isolate and correct issues in the sales funnel


  • Harder to implement in smaller teams (1 or 2 reps)
  • Can create tunnel vision, where the sales team is highly specialized and focused on their own part of the process, neglecting the big picture
  • Can create friction between the various team players due to lack of seamless handoff process

2. The Pod Structure

This includes a more Customer-Centric approach to sales, “Pods” are small, autonomous units that can act and react quickly and easily, without fear of disrupting other business activities. This means that each Pod is empowered to think creatively, solve problems as well as finding ways to deliver value to the customer.

Dave Gray, author of The Connected Company, provides this diagram of the pod model:


  • Create a more flexible and agile sales environment
  • More customer-centric and responsive which leads to more focus on driving value
  • Develop positive behaviors such as empathy and collaboration
  • Easier to isolate and correct issues in the sales funnel which leads to better resolution


  • The structure can be too fluid and therefore offers fewer chances for individual specialization
  • May not appeal to more competitive sales reps which results in reduced hiring success


If you are a founder of a company looking to scale up, it’s never too early to start thinking about the right sales team structure for your company. First, look at your culture and be clear about what’s important to your future growth.

Here are some questions you can ask to determine the right sales team structure:

  • Are you customer-centric or revenue-focused?
  • Is collaboration more important than competition?
  • Is your sales process complex or transactional?
  • How much does your brand positioning matter?
  • What’s your management bandwidth? In other words, how much time can you spend managing your sales process?

Determining the right sales team structure is key to understanding what kind of competencies and skills you need to bring to your team, and subsequently, deciding how to compensate your sales team.

Schedule a free consultation with a ScaleX team member.



  1. on April 11, 2020 at 4:15 pm

    I think this is among the most important information for me.
    And i am glad reading your article. But want to remark on some general things,
    The website style is wonderful, the articles is really excellent : D.
    Good job, cheers

  2. Jamestwicy on April 27, 2020 at 12:17 am

    Many thanks really helpful. Will certainly share site with my buddies.

  3. Royal CBD on May 14, 2020 at 3:20 pm

    I have been browsing on-line greater than three hours lately, but I never found any fascinating article like yours.

    It is lovely price sufficient for me. In my view, if all web
    owners and bloggers made excellent content material as you did,
    the net might be a lot more helpful than ever before.

  4. Meghan on May 21, 2020 at 5:14 am

    Hi, all the time i used to check webpage posts here early in the daylight, as i enjoy to
    gain knowledge of more and more.

  5. Kimora on May 21, 2020 at 5:41 am

    What’s up, yes this article is in fact fastidious and I have learned lot of things from it about blogging.

  6. Anthony on May 22, 2020 at 6:16 am

    Aw, this was a really nice post. Taking a few minutes and actual effort to generate a very good article… but what can I
    say… I put things off a whole lot and don’t seem to get nearly anything done.

  7. Thomas on May 22, 2020 at 6:31 am

    Hi there! Would you mind if I share your blog with my facebook group?
    There’s a lot of people that I think would really appreciate your content.
    Please let me know. Cheers

  8. Brooklynsmit on May 27, 2020 at 5:10 pm

    Hey there! This is my 1st comment here so I just wanted to give a quick shout out and
    say I truly enjoy reading through your blog posts. Can you recommend any
    other blogs/websites/forums that cover the same subjects?
    Thanks for your time!

  9. Katie on May 29, 2020 at 4:51 am

    My brother suggested I might like this blog. He was
    totally right. This post actually made my day. You can not
    imagine just how much time I had spent for this information! Thanks!

  10. Sebastian on May 29, 2020 at 5:45 pm

    I think this is among the most important information for me.
    And i’m glad reading your article. But should remark on some
    general things, The site style is ideal, the articles is really excellent : D.
    Good job, cheers

  11. Hannah on May 31, 2020 at 5:20 am

    Fabulous, what a webpage it is! This web site presents valuable
    data to us, keep it up.

  12. Keto on June 2, 2020 at 11:41 am

    Do you have any video of that? I’d care to find out more details.

  13. Elena on June 5, 2020 at 1:17 pm

    Wonderful work! That is the kind of information that are meant to
    be shared across the internet. Shame on Google for no longer positioning this post higher!
    Come on over and consult with my site . Thank you =)

  14. Maison on June 9, 2020 at 4:25 am

    Wow, marvelous weblog format! How long have you been blogging for?

    you make blogging glance easy. The full glance of your web site is fantastic, as smartly as
    the content!

  15. Josiah on June 13, 2020 at 11:59 am

    If you would like to get much from this post then you have to apply these strategies to your won blog.

  16. Ethan on June 15, 2020 at 3:54 am

    Heya i am for the first time here. I came across this board
    and I find It truly useful & it helped me out a lot. I hope to give something
    back and help others like you helped me.

  17. Mole Eraser Review on July 1, 2020 at 12:56 pm

    I’m amazed, I have to admit. Rarely do I come across a blog
    that’s equally educative and amusing, and without a doubt, you’ve hit the nail on the head.
    The issue is something that not enough folks are speaking intelligently about.
    I am very happy that I came across this during my hunt for something relating to this.

  18. Kristel Haake on July 5, 2020 at 6:40 am

    I just want to tell you that I am just newbie to blogs and certainly enjoyed you’re blog site. Likely I’m want to bookmark your blog post . You absolutely have wonderful posts. Cheers for sharing with us your web site.

  19. Ronin on July 6, 2020 at 4:51 am

    Hello There. I found your blog the usage of msn. This is a very neatly written article.
    I’ll be sure to bookmark it and return to read more of your useful information. Thank you for
    the post. I’ll definitely comeback.

  20. core java interview questions on July 8, 2020 at 7:36 pm
    Greate post. Keep writing such kind of information on your site.
    Im really impressed by it.

  21. John Deere Service Manuals on July 10, 2020 at 11:21 am

    Thankyou for helping out, fantastic info .

  22. Google on July 21, 2020 at 11:40 am

    Spot on with this write-up, I seriously feel this site needs a great deal more attention. I’ll probably be returning to read more, thanks for the advice!

  23. sbobet bola online on August 5, 2020 at 2:02 am

    Way cool! Some extremely valid points! I appreciate you penning this write-up and also the rest of the website is also very good.

  24. login vivoslot on August 5, 2020 at 2:09 am

    I like it whenever people come together and share ideas. Great blog, stick with it!

  25. sbobet bola on August 5, 2020 at 3:23 am

    Wonderful article! We are linking to this great post on our site. Keep up the good writing.

  26. daftar sbobet88 bola online on August 5, 2020 at 3:23 am

    Having read this I thought it was very enlightening. I appreciate you spending some time and energy to put this short article together. I once again find myself personally spending way too much time both reading and leaving comments. But so what, it was still worth it!

  27. login sbobet88 on August 5, 2020 at 3:27 am

    You made some decent points there. I looked on the internet to learn more about the issue and found most people will go along with your views on this web site.

  28. sbobet bola online on August 5, 2020 at 3:27 am

    An intriguing discussion is definitely worth comment. I do believe that you should publish more about this issue, it might not be a taboo matter but typically people don’t discuss such issues. To the next! Cheers!!

  29. sbobet88 online on August 5, 2020 at 3:35 am

    Very good article! We will be linking to this great post on our site. Keep up the great writing.

  30. daftar bola sbobet on August 5, 2020 at 3:44 am

    Saved as a favorite, I really like your blog!

  31. aureliow81 on August 7, 2020 at 6:05 pm

    Thanks for one’s marvelous posting! I certainly enjoyed reading it, you are a great author. I will always bookmark your blog and will eventually come back down the road. I want to encourage you continue your great posts, have a nice afternoon!

  32. adreamoftrains best web hosting on August 9, 2020 at 2:29 am

    I love it when folks come together and share ideas. Great blog,
    stick with it!

  33. Essence Of Argan Where To Buy on August 12, 2020 at 11:15 am

    I am really grateful to the owner of this web page who has shared this fantastic post at at this time.

  34. wileygano7 on August 15, 2020 at 12:57 pm

    When someone writes an post he/she keeps the idea of a user in his/her brain that how a user can know it. Thus that’s why this post is amazing. Thanks!

  35. Google on August 16, 2020 at 9:00 am

    Great info. Lucky me I discovered your blog by chance (stumbleupon). I have saved as a favorite for later!

  36. Derma Correct Reviews on August 18, 2020 at 1:23 pm

    It’s really a great and helpful piece of information. I’m
    happy that you just shared this helpful info with
    us. Please stay us informed like this. Thanks for sharing.

Leave a Comment



Scroll To Top