Structure Your Marketing and Sales Teams
Optimize the organization of your teams for effective collaboration and increased sales performance.
They trust us to train their teams
Why structure your marketing and sales teams?
Lack of clarity between marketing and sales creates friction, duplication and lost opportunities. A structured organization aligns teams on common objectives.
Clarify roles and responsibilities
Eliminate gray areas and territorial conflicts. Each function knows its scope, deliverables and interfaces with other teams through a clear RACI matrix.
Streamline collaboration
Define common workflows and mandatory checkpoints between marketing and sales. Lead handover becomes smooth, information flows and prospects are handled efficiently.
Manage with appropriate governance
Implement coordination rituals, committees and shared indicators. A common dashboard allows you to track performance and continuously adjust the organization.
Learning Objectives
At the end of this training, you will be able to:
- Diagnose the current organization of your marketing and sales teams
- Clarify roles and responsibilities with a RACI matrix
- Structure collaboration processes between teams
- Implement effective governance and management
- Build a 3-6 month organizational roadmap
Target Audience
This training is for: Executives, Sales Directors, Marketing Directors, Managers
Program
Before the Training
- Gather current organization charts of marketing and sales teams
- Identify main friction points or overlaps in mission distribution
During the Training
Diagnose the Current Organization
- Map missions and interactions between marketing and sales
- Identify strengths, overlap areas, blockages
- Use the organizational diagnostic canvas
Clarify Roles and Responsibilities
- Redefine scopes and expectations for each function based on benchmarks
- Use the RACI matrix to visualize responsibilities
- Organize a collective sharing session to validate role distribution
Structure Collaboration Processes
- Identify mandatory checkpoints between marketing and sales
- Formalize common workflows and key interfaces
- Use the KESTIO Marketing-Sales collaboration model
Implement Governance and Management
- Define coordination rituals: committees, weekly meetings, shared reporting
- Choose common performance indicators
- Create a collaborative tracking dashboard
Build the Organizational Roadmap
- Develop the collective action plan for 3-6 months
- Prioritize initiatives based on impact and feasibility
- Formalize commitments from each party
Teaching Methods
- Theoretical and methodological contributions
- Practical exercises on your actual organization
- Collaborative construction of the RACI matrix
- Personalized feedback from the trainer
The specialist in sales and customer relations for 20 years
100+ programs designed by our instructional engineers and led by 40 field specialists.
Frequently Asked Questions
Why structure your marketing and sales teams?
A clear organization between marketing and sales eliminates duplication, reduces friction and improves collaboration. This optimizes the customer journey and significantly increases sales performance.
Who is this training for?
This training is designed for executives, sales directors and marketing directors who want to improve collaboration between their teams and optimize their organization.
How to use the RACI matrix to clarify roles?
The RACI matrix defines for each task who is Responsible, Accountable, Consulted and Informed. It allows you to clearly visualize responsibilities and eliminate gray areas between marketing and sales.
How does the practical implementation work?
80% of the training is devoted to practice. You will work on your own organization with diagnostic exercises, RACI matrix construction and development of your organizational roadmap.
Is this training eligible for OPCO funding?
Yes, KESTIO is Qualiopi certified. This quality certification enables funding of our training programs by OPCO. Contact us to get a personalized quote and coverage terms.
Request a Quote
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Contact us directly
Our team is available to answer all your questions about this training.
Hours: Monday - Friday, 9am - 6pm (CET)