Pillar 5: Organization and Job Design
WHAT IS ORGANIZATION AND JOB DESIGN?
Leadership can configure the revenue team in a variety of ways. The characteristics of the revenue segments drive the selection of the right organization structure and job accountabilities.
Once management identifies the steps, actions and processes of customer engagement and revenue motions, management assigns these actions to jobs. Leadership then groups these jobs into organization entities.
WHY IS IT IMPORTANT?
Jobs specify the accountabilities of the revenue team members: marketing, sales and service. Organization structure supports jobs. Keeping organization design and jobs contemporary with the product divisions’ ambitions and the buyers’ needs require ongoing revenue planning efforts.
ORGANIZATION AND JOB DESIGN TOOLS (see Chapter 8)
Tool #1: Organization Structure Factors
Tool #2: Sales Time Measurement
Tool #3: Sales Strategy Matrix™—By Job
Tool #4: Sales Process and Job Mapping
Tool #5: Job Abstracts
Tool #6: Customer Coverage Displays