The right sales organization design determines how effectively your team captures growth. Yet most companies operate in outdated or misaligned structures that limit productivity, create channel conflict, or confuse customer ownership. 

SBI’s Seven Sales Organization Design Models slides outline the most effective structures used by leading B2B organizations and when to deploy each. Each model includes its strengths, limitations, and practical use cases to help you select the right design for your business stage and go-to-market priorities. 

Organizational design drives revenue design. 

Structure defines how strategy becomes execution. 

Explore seven proven models and the decisions that drive them:

• Stratification: Align resources by account size and potential.
• Hunter/Farmer: Separate acquisition and retention for clarity and focus.
• Geography: Maximize coverage and proximity advantages.
• Persona: Tailor engagement to C-suite decision-makers and influencers.
• Product/Solution: Organize around offerings that solve specific customer needs.
• Industry/Vertical: Specialize by market to deepen expertise and credibility.
• Hybrid: Combine models strategically for balanced reach and control.