Today’s topic is how to organize the sales team. Joining us 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.

 

In the first part of the show watch as Mike and I discuss the seven dominant sales organizational models. We breakdown why Mike did, or did not, select each at Rentokil. The models include:

 

  • Stratification by large 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)

     

To go deeper on the topic of organization design, download our 10th annual workbook, How to Make Your Number in 2017.  Turn to page 282 of the PDF to review the Sales Organization Design phase of the workbook. 

 

In the second segment, we discuss how to determine the specific roles and headcount required in the org chart. Mike explains how sales capacity is deployed against the market opportunity and how it was implemented.

 

Watch as Mike describes channel selection based on how buyers prefer to engage. Shifts in buyer channel preference has significant impacts to the org model. Mike talks through how to factor in those preferences.   

 

In the final segment of the show Mike answers the following questions:

 

  • What level of sales specialization is your buyer willing to pay for?
  • What is the expected production of each sales role and how was this calculated?
  • What is the forecasted cost of each sales role and how was this calculated?
  • What is the breakeven point for each sales role and how was this calculated?
  • How should each role spend their time and how was this determined?

     

If you need more help with your sales organization design, download our 10th annual workbook, How to Make Your Number in 2017. To request a workshop with an expert simply sign up for a MySBI account and check the box in your preferences to request a workshop.

 

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:

 

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Articles

 

Fill Every Role on Your Team with an A Player

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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

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Read full bio >