Imagine you have a box of Lego bricks to build a sales force. You can arrange those bricks in different ways — some tall and narrow, some flat, some sorted by colour, others by function. The shape you choose determines how fast decisions are made, who talks to whom, and how many bricks (salespeople) you actually need. In this chapter, we’ll explore the principles that help you design a sales organization that fits your company, and then figure out just the right number of people to put in it.