The article discusses what makes business-to-business sales organizations effective. The researchers found that traditional measures like salesforce size and call-rates don't show the real differences between effective and less effective organizations. Effective sales organizations have balanced compensation, motivated and customer-oriented salespeople, strong teamwork, and use behavior-based control methods. They also excel in sales presentation, technical knowledge, adaptiveness, and sales planning. Effective sales managers monitor, direct, evaluate, and reward activities. Overall, having a sound organizational structure is crucial for sales organization effectiveness.