
Building an efficient sales team structure is not just about hiring good salespeople.
It's about creating a team aligned with the company's goals and, at the same time, providing an environment where employees can grow and deliver consistent results.
A well-structured team is the bridge that connects what the company offers to what the customer really needs. And the impact of this? More sales, better customer relationships and motivated time.
If you have ever thought about how to set up or improve the structure of your sales team, this text is for you.
What does a sales team do?
The sales team is the heart of any company that wants to grow. These professionals not only present products or services to the market, but are also responsible for winning, nurturing and retaining customers.
It also has the role of creating an obvious connection with customers and offering solutions that really make sense. This means:
- Understand the customer's pain and needs, listening carefully and with empathy;
- Offer personalized solutions that directly meet each client’s expectations;
- Work with a focus on clear goals, but always ensuring consumer satisfaction at every stage.
Additionally, a sales team connects internal departments to real market demands, bringing valuable insights to other areas such as marketing and product development.

How important is a functional sales team structure?
Without an organized structure, a sales team can become unmotivated, unproductive and even damage the company's image.
On the other hand, a well-structured team is a consequence of efficiency, both for the company and for the employees themselves.
In addition to directly impacting revenue, the functional structure prioritizes the physical and mental well-being of the team. After all, happy and well-directed salespeople provide better connection with customers and deliver more solid results.
Keeping processes organized and offering constant support makes professionals feel valued. This translates into greater engagement and a more fluid purchasing experience for customers.
Sales Team Structure: What Do You Need?

You don’t need an army to start selling. In fact, a small but well-trained team with clear processes can be much more efficient.
The ideal sales team structure is one that allows you to serve customers in a personalized manner, ensuring that each interaction is productive. A team with defined roles – such as salesperson, manager and after-sales support – is enough to take the first steps and grow sustainably.
As the team and demand grow, the structure can be adjusted to include specialists, such as pre-sales analysts or relationship consultants. The key is to never lose focus on the customer and results.
How to structure sales teams: tips for building your dream team
1- Define your ICP (Ideal Customer Profile)
Before you sell, you need to know who you’re selling to. The ICP is the ideal customer profile that benefits most from what your company offers.
Defining this avoids unnecessary efforts and helps you create a clear message. To create your ICP, align the profile with the characteristics of your product or service and market expectations.
2- Have a well-defined sales and after-sales process
A good sales team structure starts with clear processes. From first contact to after-sales, every step needs to be mapped out and documented. This not only improves the customer experience, but also makes the team more efficient.
3- Define the first goals: focus on the main ones
Set realistic goals so the team knows exactly what they need to achieve.
Start with basic goals, such as number of contacts made or number of leads converted. This will help you gain confidence and establish a working rhythm.
Read more:
Successful Marketing Campaigns
4- Train your team
Investing in training is not an expense, but an investment. Take the time to learn about products, sales techniques and negotiation strategies in depth. It also encourages personal development and the exchange of experiences among employees.
Management Tips: From Our Sales Structure to Yours
If there is one thing that can be learned in everyday life, it is that challenges are part of the game. But many problems can be avoided with planning and good practices.
We have also brought here some extra tips, the ones we ourselves would have liked to have received before starting to offer our services.
5- Refine internal communication
A team that communicates well avoids errors and misunderstandings. Use tools to facilitate the exchange of information and promote regular meetings to align expectations.
6- Keep an eye on productivity, but be realistic
Tracking results is important, but don’t overdo it. Impossible goals can cause stress and harm performance. Remember that quality is just as important as quantity.
7- Good work tools are essential
CRM software, such as RD Station, is essential for organizing contacts, tracking progress, sales funnel and generate strategic insights. Our agency, a partner of RD Station, has already seen the solid results that this tool can achieve.
Learn more:
8- Autonomy is important
Trust your team. Give each salesperson the freedom to make decisions, but offer support whenever necessary. This motivates the team and creates a healthier work environment and standardizes the sales team structure.

Meet the GS2 Marketing agency
Building a sales team structure requires planning, dedication and a good dose of patience. But the result is worth it: a motivated, productive team that is aligned with the company's goals.
If you still have questions, we can help structure your sales team with tools like RD Station and its solutions.
We use the best digital marketing tools to produce assertive content for our clients, with creative and remarkable actions.
This seriousness and intelligence in digital marketing provides recognition from many of our clients, for whom we have become a lead generation and conversion machine.
Don't waste time! Contact our team.