SALES TEAM STRUCTURES

Eight sales team structures.
One Selling System approach.

The structure of a sales team shapes how a Selling System needs to be designed. A BDM team chasing net new business needs a different process architecture from a team of account managers protecting and growing an existing base. Elevate Sales designs systems that fit the structure not generic 
frameworks that ignore it.

Structures Supported

Designed for the way your team actually sells.

Business Development

New business hunters focused on pipeline creation and first-time revenue. Elevate Sales designs systems with strong prospecting frameworks, rigorous qualification, and clear advancement criteria to keep BDM activity converting.

Account Managers

Teams managing and growing an existing revenue base. System design covers account planning frameworks, expansion opportunity identification, and the cadence required to protect and grow key relationships.

Strategic Accounts

Complex, high-value relationships with long-term commercial potential. Elevate Sales helps strategic account teams develop the structure, governance, and relationship depth that major accounts require.

Inside Sales

Phone and digital-first sales teams operating at higher volume. System design for inside sales emphasises process consistency, qualification discipline, and the technology and cadence that keeps the team productive.

Customer Success

Teams accountable for retention, expansion, and advocacy. Elevate Sales works with customer success teams to define the handoff from sales, the success framework, and the commercial conversations that protect and grow revenue.

Channel Sales

Selling through resellers, distributors, or partners rather than directly to end buyers. System design for channel teams covers partner enablement, joint pipeline management, and channel-specific qualification standards.

Consultative Sales Teams

Complex solution selling where the salesperson acts as a commercial advisor rather than a product seller. Elevate Sales builds the discovery frameworks, business case methodology, and qualification discipline that consultative selling requires.

Technical Sales

Sales teams that require deep technical knowledge to sell and implement. System design covers the handoff between technical and commercial, the qualification criteria that protect delivery resources, and the leadership cadence that keeps both functions aligned.

NOT SURE WHICH STRUCTURE YOU HAVE?

Most organisations have more than one. That’s fine.

Many of the businesses Elevate Sales works with have a mix of team structures BDMs creating pipeline, account managers owning retention, and in some cases customer success handling expansion. A well-designed Selling System accounts for all of them.

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