Do you want to create growth? Then the sales organization must be organized for that.

Many companies talk about growth, but far too few have built a sales organization that actually enables it.

📉 Instead, we often see the opposite:

– Salespeople who are “left to their own devices” without structure or direction.

– Teams where people sit in silos and compete internally.

– Leaders who become controllers instead of coaches.

And then you wonder why it's hard to grow?

🔍 The research clearly shows what is required. For example, McKinsey points out that high-performing sales organizations build their structures around three core pillars: people, systems and learning . When these three interact in the right way – then things happen.

Let's break it down:

🔸 1. Self-leadership among salespeople

Growth starts with the individual. It's not just about talent – it's about behaviors.

Salespeople who know how to drive their own development, take responsibility for their pipeline, and understand why their efforts matter – they perform better over time.

👉 It requires training in reflection, goal-setting and courage in customer dialogue.

Ask yourself: Do your salespeople have the tools – and the habits – to lead themselves?

🔸 2. Teams that perform together

Research from Google's “Project Aristotle” shows that psychological safety is the most important factor in high-performing teams. Yet it's missing from many sales meetings.

Complex B2B sales require team selling – where different functions work closely towards common goals. It requires clear roles, good communication and the courage to think out loud together.

👉 Have you built a structure where teams actually collaborate – or does everyone work separately?

🔸 3. Leadership that trains, not just follows up

Gallup has long shown that it is the immediate manager who has the greatest influence on engagement and performance.

This is especially true in sales. A good sales leader trains, coaches and challenges – instead of just chasing numbers.

👉 Do your sales leaders have the right conditions to lead development - or just administration?

🔸 4. Systems and learning that build capacity over time

Peter Senge calls it “the learning organization.” It’s about building learning into everyday life – in meetings, in feedback, in how you follow up on business.

👉 What does your sales data say about which behaviors lead to profit?

👉 Do you have a process for learning from your successes (and failures)?

💬 So… do you want to grow in 2025?

Then you need to build an ecosystem where individuals, teams and leaders work towards common goals – with the right structure, training and culture.

📣 How are things going for you? What have you built to grow your sales organization – not just in numbers, but in capabilities?

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