Structure of

the
Organization

Coach

Equip

Train
Recruit &
Hire

Build the sales force

Assess

And continuously improve

its capability

Busines
s
Results
Sales
Objectiv
e
Sales
Activitie
s

Financia
l

Market
Share

Satisfacti
on

Market
Coverag
e

Sales
Force
Capabilit
y

Product
Focus

Custom
er Focus

Call
Managemen
t

Opportunity
Managemen
t

Account
Managemen
t

Territory
Managemen
t

Sales Force Enablement

Prioritize
Customer
s

Define
Territories

Design
Call
Patterns

Executive
Calls

Refine as Territory or Go-to-Market Strategy

Changes

Business Results
To achieve this

3% Increase in
Revenue

Sales Objectives
Drive toward this

4 New
Customers per
Quarter

Sales Activities
By managing this

16 More
Prospecting Calls
per Quarter

Business Results
Market Share

Is the result of increased

Share of Wallet

Sales Objectives
Share of Wallet

Is influenced by
account planning activity

Sales Activities
Account Plan
Completion

Can be managed directly

by sales managers

The outcomes of multiple objectives, which cannot be managed whatsoev