A theoretical model for the creation of effective commercial units of a modern business entity

Abstract

Any business that seeks to create an effective revenue generation mechanism capable of generating long-term growth is faced with the challenge of purposefully building and scaling its sales team. It is the sales department that is the foundation for continuously attracting new customers, increasing sales to existing customers and predictable growth that will be the foundation of the company’s success in the marketplace. In this context, the object of the study is the process of creating an effective sales department. The subject of the research is the sequence of actions and procedures, a set of methods and techniques of organization and structuring of the sales department. The aim of the research is to develop a modern and flexible algorithm for creating an effective sales department. Research methods: dialectical, system-structural method; theoretical generalization, analysis, synthesis; grouping; deduction and induction; modeling. Results of the research. In the course of the analysis the factors that predetermine the success of the functioning of the sales department at the enterprise are outlined. Using progressive scientific tools the article presents the developed algorithm of creation of effective sales department which includes seven interconnected stages: substantiation of personnel strategy, creation of sales plan, formation of organiza-tional structure, regulation of processes and documentation, implementation of CRM system, cost analysis, scaling of processes.