Glossary
The Assembly Line
Teams are made up of reps who all specialize in the same stage in the sales cycle.
Teams in the assembly line are made up of reps who all specialize in the same stage in the sales cycle (e.g. prospecting or closing). As accounts progress through the sales process, reps pass the account to the next team of specialized reps, who take over from there.
Benefits of the assembly line include:
-Efficiency through specialization
-Easy to improve
-Scalability
-Predictability
Potential issues with the assembly line include:
-Minimum of 2-3 reps requires higher initial investment
-Quality risks from passing accounts between teams
-Turnover in entry level jobs
Benefits of the assembly line include:
-Efficiency through specialization
-Easy to improve
-Scalability
-Predictability
Potential issues with the assembly line include:
-Minimum of 2-3 reps requires higher initial investment
-Quality risks from passing accounts between teams
-Turnover in entry level jobs