How is it that revenue teams are caught by surprise when they miss their revenue forecast, even though they still use the same tools and processes that they always have, and continue to hire the same profiles? 

Recently, it was announced that the US Economy is growing at a rate of 4.1% (the best growth since 2014) and unemployment is at generational lows. This means that one of the greatest threats to any business and therefore any sales organization is the war for talent.

As a sales leader in high tech for over 25 years, I have come across many different sales structures. Having worked for organizations small, large and everything in between, the sales structures I have encountered have been as diverse as the organizations that developed them. Any analysis of sales team structure needs to begin...