Feature Overview

The Sales Team Structure Configuration feature allows you to create and manage your organization's sales hierarchy within GTM Engine. This interactive tool provides a visual representation of your sales organization, enabling you to define teams, assign team members, set targets, and establish reporting relationships, all critical for accurate forecasting and pipeline management.

Benefits to the User

• Accurate Forecasting: Define your exact sales structure for precise roll-up calculations
• Clear Accountability: Assign team members and managers to specific teams
• Visual Organization: Interactive org chart makes complex team structures easy to understand
• Target Setting: Set and track quarterly targets at each level of your sales organization
• Time Savings: Eliminate the need for manual spreadsheets to track team performance
• Improved Visibility: Give leadership a clear view of how teams are structured and performing

Accessing the Feature

1. Log in to your GTM Engine account
2. Navigate to the Settings menu
3. Select Team Structure from the menu options
4. The Sales Team Structure Configuration canvas will appear

Step-by-Step Usage Guide

Understanding the Canvas

When you first access the Team Structure page, you'll see an interactive canvas displaying an organizational chart of your sales teams. The canvas includes:

• Sales Team Cards: The top-level card and sub-team cards (if applicable) representing your entire sales organization
• Connection Lines: Visual indicators showing reporting relationships between teams
• Canvas Controls: Tools for zooming, fitting to screen, and locking the canvas

Managing the Global Sales Team

1. Locate the Global Sales Team card at the top of the hierarchy
2. Note that this card displays:
   • Year's targets
   • Team manager
   • Team members
   • Roll-up calculation status
3. To edit this information:
   • Click on the Global Sales Team card
   • The edit menu will appear
   • Make your desired changes
   • Click Update Team to save or Cancel to discard changes

Setting Up Roll-up Calculations

1. On the Global Sales Team card, locate the "Roll-up calculations" option
2. When enabled (checked), the team's target will automatically be calculated as the sum of all sub-team targets
3. When disabled, you can manually set the team's target independent of sub-team targets

Creating Sub-Teams

1. Click on the parent team card (e.g., Global Sales Team)
2. Locate and click the Add Sub-Team button
3. A side menu will appear
4. Fill out the required information:
   • Team name
   • Description
   • Team manager
   • Quarterly targets
   • Team members
5. Click Save to create the sub-team

Example Structure

A common configuration might include:

• Global Sales Team (top level)
  • North American Team (sub-team)
  • EMEA Team (sub-team)
  • APAC Team (sub-team)

Assigning Team Members

1. Click on the team card you want to modify
2. In the edit menu, locate the team members section
3. Add or remove team members as needed
4. Click Update Team to save your changes

Modifying Team Hierarchy

1. To change the reporting structure, locate the connector points on team cards
2. Click and drag from one card's connector point to another card
3. Release to establish the new reporting relationship
4. The hierarchy will update automatically

Canvas Navigation

At the bottom left of the canvas, you'll find:

• Zoom In: Enlarges the view
• Zoom Out: Reduces the view
• Fit to Screen: Adjusts the view to show all teams
• Lock Canvas: Prevents accidental structural edits

Advanced Configuration Options

1. At the top of the canvas, locate the Debug JSON button
2. Click to display the JSON representation of your team structure
3. Use the Copy button to copy this JSON
4. This JSON can be:
   • Tested in other environments
   • Used to migrate structures between accounts
   • Backed up for safekeeping
5. Click Reset to revert to the original structure (use with caution)

Saving Your Changes

1. After making all desired changes, locate the Save Changes button at the top right
2. Click to permanently save your team structure configuration
3. Your changes will be applied across GTM Engine

Tips and Best Practices

Planning Your Structure

• Sketch your sales organization on paper before building it in GTM Engine
• Ensure your structure matches how you want targets and forecasts to roll up
• Consider how your CRM data maps to your team structure

Efficient Team Management

• Add all team members before creating sub-teams to make assignment easier
• Use consistent naming conventions for teams to improve clarity
• Consider quarterly targets carefully as they impact forecasting accuracy

Canvas Management

• Lock the canvas after completing your structure to prevent accidental changes
• Use the fit-to-screen function when working with large team structures
• Export the JSON periodically as a backup of your configuration

Important Notes

• Warning: Using the Reset button will remove all your customizations
• Best Practice: Make one change at a time and save frequently
• Limitation: All teams must ultimately roll up to the Global Sales Team
• Recommendation: Review your team structure quarterly to ensure it remains accurate

By properly configuring your sales team structure, you'll enable GTM Engine to provide more accurate forecasting, better pipeline visibility, and more meaningful insights, transforming your CRM from a passive reporting tool into an active system that supports real selling.