SBI Podcast

Today’s show is a demonstration on how to organize the sales team. There’s not enough headcount, but how do I prove it?  To go deeper on organization design, download our 10th annual workbook, How to Make Your Number in 2017. Turn to pages 282 - 284 of the PDF to review the Sales Organization Design phase of the workbook.

Joining us today is Mike St. Clair, Vice President of Sales for Rentokil North America. Mike is responsible for revenue and market share growth throughout the US, Mexico and Canada for pest control, brand protection and interior landscaping. Mike is uniquely qualified to demonstrate how to organize a B2B sales team.

Without enough headcount, making the case for the right quantity is required to hit your quarterly number. In addition, where and how you place your reps must be right. Listen to Mike demonstrate the seven dominant sales organizational models, and why he did, or did not, select each at Rentokil. Mike will go into depth on each model.  Listen to each and identify which model you are using for your sales force today. Using Retokil as a use case validate that you have the right model, and evaluate whether alternative or hybrid approaches are better for you. 

Some of you are struggling with how to determine how many feet on the street you need, what type of reps you need, and which org model is the best one for you. My hope is that by demonstrating how to do this you can avoid costly mistakes.

Here are the specific seven sales organization models Mike will demonstrate:

  • Stratification (big accounts, midsize accounts, small accounts in a pyramid)
  • Hunter/farmer
  • Geography
  • Product specialists
  • Vertical industry specialists
  • Role specialists
  • Hybrid (2 or more of the above combined)

This podcast is 51-minutes of high protein clarity on how to organize the sales team.  Coupled with this deep demonstration is a workbook where you can go deep with your own salesforce. Download our 10th annual workbook, How to Make Your Number in 2017. Turn to page 282 of the PDF to review the Sales Organization Design phase of the workbook.

Direct download: AP1632-Mike_St_Clair-17929.mp3
Category:Sales Strategy -- posted at: 8:02am EST