Sales Org Design Glossary

Core concepts that PE operating teams and portfolio company leaders encounter when evaluating, designing, or restructuring a commercial organization. Each entry covers what the concept means, why it matters in a PE context, what to look for during diligence, and the red flags that signal structural problems.

• Span of Control
• Role Clarity & Decision Rights
• Coverage Model Design
• Sales Role Specialization
• Management Layer Design
• Territory Optimization
• Cost of Sales Analysis
• Organizational Scalability