How to make your number in 2017

 

Big does not always last forever. Some companies fall off the SBI 100 list of the world’s largest sales forces. This is typically related to declining revenues, resulting in fewer sales reps on the payroll.

 

One common reason? A poor sales strategy. When leaders run around putting out fires, focusing only on sales execution, their company is in danger of going from big to not-so-big.

 

Look at Bemis Company, a $4.1 billion global supplier of flexible packaging. In 2015, Bemis’s sales declined by 6.3 percent year over year. Bemis had previously been ranked in the Fortune 500 and other lists identifying the largest firms, including the SBI 100. However, in 2014 the organization made a strategic decision to focus on innovation efforts and commercialize new products across all segments. It appears the sales team did not sell the new products enough to stay on these lists.

 

Launching a new product presents additional requirements for sales leaders. They need to answer questions such as: How will sales achieve new product revenue goals relative to the competition? How will they fill the sales funnel with enough opportunities to make the number? Do customers for these new products buy in the same way? Does the company have the talent in place to sell these new products? How do sales leaders ensure the new product revenue does not replace the company’s current revenue stream?

 

How do they incentivize sellers to focus on these new products?

 

Bemis may well be in the process of aligning sales to its new strategic focus. If they accomplish that, the company is likely to regain its standing. We appreciate that making the SBI 100 list and staying on it are two different things.

SBI 100 The World's Largest Sales Forces

In this issue, we rank the world’s largest sales forces.

ABOUT THE AUTHOR

Andrew Urteaga

Helps motivate clients to design and implement new sales and marketing strategies so that they stay on track to make their number.
Learn more about Andrew Urteaga >

Clients describe Andrew as an industry thought leader. He has deep experience as an executive, having served in multiple positions as a sales leader, with a track record of outstanding performance in F500 companies.

 

Prior to joining SBI, Andrew held the position of VP of Sales at Avis Budget Group where he was responsible for sales and marketing leadership. He also held a variety of positions with Cintas Corporation, a Fortune 500 multi-national company, including key quota carrying positions in the sales force from sales rep through to executive leadership.

 

Andrew’s work has included everything from lead generation, campaign planning and sales process to designing complete sales management coaching programs and new compensation plans.

Read full bio >