Considerations in Sales team Re-Organization

Lay-offs, re-orgs and consolidations can be a difficult and challenging experience for a sales team. The loss of colleagues and the adjustment to a smaller team can lead to decreased morale and decreased productivity. In order to help the sales team transition through this difficult time, it is important to re-organize the team in a way that allows for maximum efficiency and success while also being sensitive to those who remain.

Revenue Operations

One of the most important steps in re-organizing a sales team is to assess the impact of the lay-offs on the team's revenue operations. This involves analyzing the current sales process and determining what changes need to be made to keep the sales team on track to meet its revenue targets especially when there are bumps in the road.

One strategy that can be used is to immediately redistribute the sales territories of the remaining team members to ensure that each member is responsible for a portion of the total revenue. This helps to ensure that no one member of the team is carrying too heavy a load and that the team as a whole is able to meet its revenue targets.

An additional consideration is to review the sales tools and resources that the team is using and determine if any changes need to be made to support the new, smaller team. This may involve investing in new technology or updating existing tools to better support the team's needs.

Finally, clean up the data. We’ve seen a lot of data integrity go out the window when re-orgs happen. It’s a key to transitions that all the data is in the right place shortly after the re-org so that the team can move quickly through the clients. I have seen it as companies big and small; when a lay-off happens, a lot fo active deals get left on the table.

Knowledge Transfer

One of the biggest challenges of re-organizing a sales team is ensuring that the knowledge and expertise of the departing team members is transferred to the remaining team members. This is important to ensure that the team is able to continue to operate effectively and efficiently.

One strategy for transferring knowledge is to schedule regular team meetings where the remaining team members can share information and learn from each other. This can help to ensure that everyone is up-to-date on the latest sales techniques and strategies and that everyone is able to contribute to the team's success.

Leadership and Communication

One of the most important aspects is strong leadership and effective communication. The sales team lead should be a strong and visible leader who is able to provide direction and support to the team. Transparency in communication is a key to quashing problems prior to them arising, especially in the new landscape.

In addition, it is important to have clear and open communication between the sales team lead and the team members. This can help to build trust and ensure that everyone is on the same page as to what is expected of them and what their role is within the team.

Team Culture

Finally, it is important to maintain a positive team culture following. This can be a challenging time for the remaining team members, and it is important for the sales team lead to provide support and help to build a positive and supportive environment.

One strategy for building a positive team culture is to celebrate the team's successes and to acknowledge the hard work and dedication of the team members. This can help to build morale and ensure that everyone is motivated and engaged.