How is this story related to sales strategy?  Three reasons.

 

1- CEO’s who believe that sales force effectiveness is a source of sustained competitve advantage create more value for their share holders, employees, and customers than those who do not.  Terremark’s CEO, Manny Medina, was interviewed for an ebook I wrote titled, The CEO’s Guide to Getting More Out of the Sales Force.  In it you will see how Manny’s approach to supporting his sales team is very unique. To generate $1.4 billion in value, one must be unique.

 

2- Barry Field, Terremark’s SVP of Commercial Sales, when benchmarked against his peers, had one of the highest field satisfaction scores we have ever seen. His people love him. What is amazing about this is that he runs a high accountability environment whereby if a rep misses his targets it can get uncomfortable. Barry is an example for other sales leaders to follow. One can hold people accountable, implement benchmarked best practices, deliver outstanding results, serve customers well, and do so in a way that treats the field with respect.

 

3- Sales strategy requires outstanding execution support from the sales operations group.  Scott Thomas, the leader of sales ops at Terremark, @scottieat is one of the best sales ops leaders we have benchmarked. For those of you without sales ops teams, or with underfunded sales ops teams, consider adding to this discipline for, as we see here at Terremark, it delivers great results. If you are interested in doing so reach out to @pauljturner99. Paul runs a sales ops LinkedIn group that has an impressive list of members.

 

Congrats to all of our friends at Terremark. You deserve this recognition of your hard work and the Verizon customers are lucky to have you as a provider.

 

ABOUT THE AUTHOR

Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.

 

He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.

 

Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.

 

He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.

 

Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.

 

He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.

 

Video:

 

Transforming the Sales Organization inside Fortune 500 Companies

Greg Alexander and John Gleason, Chief Sales Officer of Ryder, talk about the unique challenges of transforming a sales team inside of very large enterprises.

 

A Better Way to Structure Your Sales Force

Greg Alexander and Tony Capucille, Chief Sales Officer at Heartland Payment Systems, discuss the pros and cons of the 7 B2B sales organizational models.

 

Build a team of A Players Inside the Sales Organization

Greg Alexander and Todd Cione, Chief Revenue Officer at Rackspace, talk about hiring, onboarding, and developing exceptional sales talent.

 

Articles

 

Fill Every Role on Your Team with an A Player

In this article, Greg Alexander makes the case for applying the TopGrading methodology to the sales team, and outlines how to do so.

 

What CEOs Need to Know About Their Marketing Strategies

In this article, Greg Alexander and Rashid Skaf, CEO of AMX, discuss the role the CEO plays in crafting a company’s marketing strategy.

 

What CEOs are Looking for in a Sales Leader

In this article, Greg Alexander and George Norton, leader of Heidrick & Struggles Chief Sales Officer practice, discuss what CEOs need in the chief sales officer role.

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