Keep teams and ownership current
Teams decide which targets exist, which reports scope and who owns what. Cheap to set up and expensive to change later.
The job
“I want to model our team structure so targets, reports and routing all line up.”
- RevOps
- Administrators
- Sales leaders
Team structure looks like an administrative detail and behaves like a schema. Targets are set against teams, reports scope by them, and who receives what work depends on them, so a structure that does not match how you actually manage produces reports nobody recognises.
It is also the change that is cheapest to make on day one and most disruptive in month six, because by then the targets, the history and the reporting are all attached to the old shape.
What it moves
- Reporting accuracy
- Quota attainment
The division of labour
What RevTech does, and where you decide
In the product
How to do it
- Step 1 of 4
Model what you manage against
The right structure is the one your managers actually run — the teams that have a number and a person accountable for it — rather than the one on the organisation chart. Where those two differ, follow the number.
- Step 2 of 4
Create teams before targets
Teams have to exist before they can be given a number, and individual targets roll up through them. Doing it in the other order is the most common way a cascade ends up incomplete.
- Step 3 of 4
Keep membership current, and archive rather than delete
Membership decides both reporting and routing. Archiving a team preserves what it did; deleting it takes the history with it.
- Step 4 of 4
Check the reports after a structural change
After any change to teams, open the team-scoped reports and confirm they show what you expect. A restructure that is half-applied does not error — it produces a report with somebody missing from it.
What to take away
- Model the teams that have a number, not the organisation chart.
- Teams first, then targets. The other order leaves holes.
- Archive rather than delete, or the history goes with the team.
- Check the scoped reports after a restructure. A half-applied change looks fine.
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