Sales and Support Structure & Deployment

Once you've decided the roles you need, you then need to determine if you'll organize by position type or geography.  One must balance ensuring each role is executing to their R&R's, they are getting the resources, mentoring, and training they need, and management has a systematic way to determine where resources are allocated to deliver company goals.

The where, when, and how your staff is placed across the respective geography to deliver the intended customer value should be driven with data-driven decision making.  Deciding on position types (inside vs. outside), overhead (staff vs. outsourced), or channel partners enable organizations to achieve goals with the greatest ROI and customer NPS.