When you start selling more and the company seems to take shape, it’s time to organize your sales force.

But… where to start?

At this point it is normal to block and not know how to follow.

We imagine the commercials as pirates who, shouting “To the boarding!” launch themselves to sell without anyone or anything stopping them.

The reality is quite different. Most need tools and support to meet their sales goals. If you think that hiring the best sales talent and letting them handle everything will achieve your goals, I’m sorry to disappoint you.

According to a study by Exevi, only 1 in 4 Spanish companies defines themselves as proactive in improving their processes through a well-documented and structured digital approach.

It happened to us when we set up the first commercial team. We hired 5 commercials and after 1 month we had not made a single sale.

We had to recap, rethink our sales approach and try again. And then everything started to go smoothly.

In this article I will tell you the lessons we learned in this period so that you do not comment on the same failures.

What is Sales Force: Definition and Examples
The sales force is composed of all those people in the company whose function is to generate demand on supply.

In less technical terms, it is the team of people who sell your product or service.

Your first job when organizing the sales force consists of 3 parts:

Define the strategy and objectives of the sales force.
Make sure that all commercials have the tools to meet their goals.
Define how they will collaborate and relate to each other commercials: in isolation, in chain or by team.
In this article we will focus on the third part, but we cannot fail to mention the second part.

A serious sales team needs to organize around a CRM.

Solutions like excel are not going to give you visibility into the work of your commercials, or whether they are achieving their goals. Nor will you have all your customers’ data centralized in one place.