What is the Structure of a Typical Sales Organization? CRM for Oil & Gas

What is the Structure of a Typical Sales Organization? Tips for Lubricant Marketers

There are many benefits of inside sales to your business, and your customer’s business.

A typical sales organization consists of many things. Some may also know this as a sales structure. One size doesn’t fit all when it comes to sales organizations (or structures), but this analysis is based on the comprehensive experiences Ledgeview Partners has had working with a variety of clients in different industries over the past 12+ years.

Big or small, a typical sales organization starts with the sales manager who oversees the entire team. A lot of the focus and time the sales manager spends is on coordinating and managing outside sales.

Growing business and accounts, developing new leads and opportunities, and moving these leads through your business’ sales pipeline are typical sales goals that move from the sales manager and flow down into the entire team.

Often, the outside sales team is managed by the sales manager. Outside sales focuses on spending time face-to-face with their customers.

They are on the road, knocking on the doors of prospective new clients and attempting to get them into your business’ sales funnel. They also spend a lot of time on the road, working with larger accounts and opportunities.

90% of a typical outside sales rep’s time is spent out of the office. Click To Tweet

This dynamic presents a common challenge – the inability to meet with all of their customers. Outside sales often chases big opportunities with big or new accounts.

This chase becomes all-consuming, and their focus and drive is not given to other customers as a result. This sets your business up for customer fall-off…

There is usually just not enough time in the day for outside sales reps to complete certain tasks, so they feel they must prioritize with “the big fish” among their pool of accounts.

This isn’t the fault of outside sales reps but is a harsh (familiar) reality for many organizations.

Smaller accounts that go into CRM (Customer Relationship Management Technology) and aren’t nurtured may become disinterested and remove themselves as a client as a result. This outcome suggests that outside sales reps feel they don’t have enough time to learn or use CRM, much to the dissatisfaction of the sales manager.

It happens frequently across industries.


This blog post just touches the surface about what a typical sales organization structure looks like for lubricant marketers.

Learn how to remedy and prevent customer fall-off from the start when you read Chapter 1 of “How Lubricant Marketers Use Inside Sales to Drive New Revenue, Boost Customer Retention, and Improve Lead Generation.”

Unpack all of the details of what an effective sales organization looks like for your industry.

Accelerate lead generation with inside sales as a lubricant marketer through the good, the bad, and the uncertain. We’re here to help ensure your success through it all.

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