Assembly line sales team structure from Jacco Vaan Der Kooij
In the assembly line model, the sales team is organized according to an individual’s job title.
Leads are handed off between specialized teams, just like in an assembly line. The goal of this sales structure is to move prospects through the different stages of the sales cycle.
PROS
- Promotes specialization.
- Sales Representatives become experts within their respective fields.
CONS
- Risk of poor customer experience due to many handoffs.
- Additional costs from specialization.
Most relevant during:
GTM Fit phase
Scale phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
