video |
December 1, 2016
Does Your Sales Organization Match Today’s Buyer Preferences?
By:
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:
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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:
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