Having the right people in the right roles is critical to hitting your revenue growth objectives. SBI was recently joined by Todd Skiles, senior vice president of sales and solutions at Ryder to discuss how he recently implemented a hunter farmer model. Watch as he discusses how he made this change to his sales organizational structure.
We’ll start the show by explaining why he choose a hunter/farmer sales model. Todd will dive into the process they used to evaluate different org models, and how they settled on one. He’ll explain the importance of tying it back to both the customer’s desired experience and your overall business objectives.
Next, he’ll explain how he filled the new sales roles needed to move to this organizational design. He’ll discuss how and why he filled the majority of them with reps he already had. Todd will explain the formal assessment process that sales reps go through at Ryder and why this made the transition so much easier. He’ll also discuss sales compensation. When moving to a new sales org model, it is often necessary to adjust the comp plans. Todd will share with our audience how he successfully did just that.
Finally, Todd will wrap up the show with some words of wisdom for our audience. He’ll explain what, if anything, he would do differently when contemplating a major sales organizational structure change. Watch here to hear Todd’s insights on altering your sales org chart. Additionally, if you’re considering changing your sales org chart design, download our workbook, How to Make Your Number in 2017. It’s our recently released flagship publication and operating plan for your sales team. The exercises inside will help you determine if the hunter/farmer model is for you.