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June 23, 2023

Sales Pods

What are they and where do Digital sales rooms fit in?

The Traditional Approach to Sales

In the realm of sales, the conventional approach often involves individual sales representatives functioning autonomously. They have distinct quotas, evaluated by unique KPIs, and frequently find themselves in direct competition with colleagues. 

The Traditional Approach to Sales

Especially in the digital sales sphere, roles are frequently compartmentalized, creating barriers between different levels of sales operatives. This siloed operation, however, is being challenged by the increasingly popular concept of a “sales pod.”

The Benefits of a Sales Pod Structure

The structure of a sales pod facilitates a collaborative and team-oriented environment, a departure from the traditional sales framework. Instead of operating independently, the “sales pod” incorporates various representatives operating at different tiers within the  sales organization, bringing them together to function, collaborate, and be assessed as a comprehensive unit. This model not only improves team dynamics but also reshapes the manner in which digital sales rooms operate.

What makes a sales pod particularly customer-focused is its composition and size. Within the pod, each representative plays a part in directing the customer’s purchasing journey. This involvement provides each team member with an enhanced understanding and engagement in every phase of the company’s sales process. Moreover, this format integrates an additional layer of accountability into the sales organization.

Sales Development Representatives vs Account Executives

In a sales pod, Sales Development Representatives (SDRs) and Account Executives (AEs) no longer compete against their peers on an individual basis. Instead, their performance is measured based on how their pod, viewed as a singular entity, is performing. This fosters a cooperative spirit where pod members have a vested interest in helping struggling teammates navigate their challenges and roadblocks.

The Potential Drawbacks of a Sales Pod Structure

Of course, the sales pod structure is not without its potential pitfalls. For instance, it might diminish the individual competitive spirit inherent to a more traditional sales structure. This shift could potentially hinder a representative’s ability to fine-tune their sales skills and self-motivate for growth. Also, while the fluid and transparent structure of a sales pod may foster better mutual understanding and shared responsibilities, it might interfere with a representative’s proficiency in their distinct role.

Composition of a Typical Sales Pod

Sales pods generally encompass a mix of SDRs, AEs, and a Customer Success Manager (CSMs). There’s no definitive standard for team composition, but the usual structure comprises one to two SDRs, a similar number of AEs, and a single CSM. The actual makeup will vary based on the company’s goals and needs.

The way a company structures its sales pod strategy is up to its discretion, but several key elements typically constitute the format. For instance, the roles involved and their associated activities are usually consistent. Here is a simplified illustration of these aspects.

  1. Sales Development Representatives: At the helm of most sales pods, SDRs are tasked with generating a specific number of Sales Qualified Leads (SQLs) to be passed onto AEs. The exact number of SDRs in a pod may vary from business to business.
  2. Account Executives: Once the SDRs hand off the SQLs, the AEs are responsible for converting them into sales. Each company will have its own expectations regarding successful conversions, but typically, a sales pod includes one or two AEs.
  3. Customer Success Managers: CSMs complete the sales pod sequence. Once a customer is onboarded, it’s the CSM’s responsibility to ensure satisfaction, understand customer needs, potentially upsell, and manage the onboarding process, which is a crucial phase in the sales pod sequence.

Digital Sales Rooms: A New Frontier for Sales Pods

In the digital age, where remote work and virtual interactions are increasingly becoming the norm, digital sales rooms have emerged as a powerful tool for companies to close deals and drive revenue growth. The application of the sales pod model to digital sales rooms is leading to transformative shifts in how sales processes are executed.

Digital sales rooms represent a virtual environment where the sales team and potential customers engage and interact, often in real-time. Just as with physical sales rooms, the atmosphere, experience, and engagement levels within digital sales rooms can significantly influence the progress and outcomes of the sales process.

The implementation of a sales pod within a digital sales room is beneficial for several reasons:

1. Enhancing Collaboration and Communication

Given the remote nature of digital sales rooms, effective collaboration and communication become critical. A sales pod structure fosters an environment where representatives can openly share insights, discuss strategies, and collaboratively address challenges. This significantly enhances the collective problem-solving capacity and can lead to more effective sales strategies.

2. Strengthening Customer Engagement

Sales pods in digital sales rooms create a more personalized and involved customer journey. With each sales team member playing a role in different stages of the customer’s purchasing journey, new customers experience a level of care and attention that strengthens their engagement and commitment.

3. Streamlining Sales Processes

The introduction of sales pods within digital sales rooms can lead to streamlined sales processes. The clear delineation of responsibilities within a pod ensures that leads move smoothly from one stage to the next. The seamless transition between SDRs, AEs, and CSMs makes the process efficient, reducing the likelihood of leads falling through the cracks.

4. Promoting Accountability

The shared responsibility and collaborative nature of a sales pod promote accountability. In a digital sales room, this shared accountability can improve performance as each member feels a personal stake in the success of the team and the satisfaction of the customer.

5. Encouraging Continuous Learning and Improvement

In the fast-paced digital world, adaptability and continuous learning are key. Sales pods, with their collaborative nature and diverse skills, create an environment conducive to shared learning and continuous improvement. This is especially beneficial in a digital sales room, where trends, technologies, and customer preferences can change rapidly.

6. Fostering a Sales Team Centric Culture

The culture within a digital sales room can have a profound impact on team performance. A sales pod structure encourages a team-centric culture where success is shared, challenges are collectively addressed, and each member’s contribution is recognized and valued.


Embracing the innovative concept of a sales pod in the context of digital sales rooms, such as those offered by Aligned, provides a holistic and collaborative approach to your sales process. This powerful synergy amplifies collaboration, strengthens customer engagement, fosters accountability, and encourages continuous learning. The result is an enhanced sales strategy that drives business growth more effectively.

Given these advantages, any sales organization keen on optimizing its digital sales operations should seriously consider the immense potential benefits of integrating the sales pod structure into Aligned’s cutting-edge digital sales rooms. Leverage the power of Aligned’s platform to supercharge your sales, streamline your processes, and drive your team towards unprecedented success.

Frequently Asked Questions

What is a sales pod?

It’s a modern approach to sales organization structure that focuses on teamwork and collaboration. Unlike the traditional method where individual sales representatives operate independently, It brings together various representatives at different tiers within the sales organization to work and be evaluated as a single, comprehensive unit. This structure fosters enhanced collaboration and accountability, reshaping the way sales operations are conducted.

How does a sales pod differ from the traditional sales structure?

Traditional sales structures typically involve sales representatives working individually, often in competition with one another. In contrast, a sales pod emphasizes collaboration and teamwork. In a sales pod, Sales Development Representatives (SDRs) and Account Executives (AEs) work together towards shared goals, with their performance measured based on how their pod, viewed as a single entity, is performing.

What roles are included in a typical sales pod?

It generally includes a mix of Sales Development Representatives (SDRs), Account Executives (AEs), and Customer Success Managers (CSMs). SDRs are usually responsible for generating Sales Qualified Leads (SQLs), AEs focus on converting these SQLs into sales, and CSMs ensure customer satisfaction after the sale, managing the onboarding process and potentially upselling.

What are some potential drawbacks of the sales pod set up?

While the structure offers many benefits, it does come with potential challenges. For instance, it may diminish the individual competitive spirit that’s often present in more traditional sales structures, which could affect a representative’s motivation for self-improvement and skill refinement. Also, while a sales pod fosters better mutual understanding and shared responsibilities, it could potentially interfere with a representative’s proficiency in their distinct role.

How does the sales pod model fit into digital sales rooms?

This model fits seamlessly into digital sales rooms by enhancing collaboration and communication, strengthening customer engagement, streamlining sales processes, promoting accountability, and fostering continuous learning and improvement. Digital sales rooms, like those provided by Aligned, offer a conducive environment for the implementation of a sales pod, which leads to more efficient and effective sales strategies.

What are the benefits of implementing sales pods in digital sales rooms?

Implementing sales pods in digital sales rooms offers numerous benefits:

  • Enhances collaboration among team members
  • Strengthens customer engagement by providing a more personalized buying journey
  • Streamlines sales processes ensuring smooth transitions between different stages, 
  • Promotes shared accountability,
  • Encourages continuous learning and improvement
  • Fosters a team-centric culture 

All of these benefits ultimately contribute to a more effective sales strategy and business growth.

How do customer success professionals contribute to digital sales rooms and the sales team structure?

Customer success professionals play a crucial role in digital sales rooms and the sales pod team structure. They ensure customer satisfaction and drive success by providing personalized solutions. Their expertise enhances customer engagement and retention, making them an integral part of the sales pod team.

How does the sales pod team structure support digital sales rooms?

The team structure boosts the effectiveness of digital sales rooms. With sales reps, sales development reps, and customer success professionals working together, the team achieves seamless collaboration and streamlined communication. This synergy maximizes customer engagement, increases conversions, and drives success in digital sales rooms.

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