Speakers: Mike St. Clair | , SBI
Vice President of Sales demonstrates how to determine the types of reps you need and which org model is the best one for you.

Sales Org

Today’s show is a demonstration on how to organize the sales team. This podcast is 51-minutes of  clarity on how to determine the type of reps you need and how to organize the sales team. Coupled with this demonstration is a workbook where you can go deep with your own sales force. It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. Leverage the How to Make Your Number in 2018 Workbook to access a revenue growth methodology to hit your number quarter after quarter, and year after year.


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.


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.


Why your sales organization model is important? Without enough headcount, making the case for the right quantity is required to hit your quarterly number. 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.  


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)


Using Mike’s company as a use case, validate that you have the right model, and evaluate whether alternative or hybrid approaches are better for you. We go into each of the seven types of sales organization models. Listen to each and identify which model you are using for your sales force today.  


If you would like to spend some time with me determining the right types of reps and sales organization model, then  come see me in Dallas.  Visit The Studio, SBI’s multimillion dollar, one-of-a-kind, state-of-the-art executive briefing center. A visit to The Studio increases the probability of making your number because the sessions are built on the proven strength and stability of SBI, the industry leader in B2B sales and marketing.


SBI's Executive Briefing Center - The Studio