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.

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.
Learn more about Greg Alexander >

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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