How should you design your sales organizational structure? We recently asked Julie Lyda, the executive vice president of North American commercial sales at Black Box this question. Watch here as she provides her insights into how to achieve revenue growth through proper organizational design.

 

During the show, we will discuss the seven B2B sales org models. Julie will explain which model she uses at Black Box, and why. We’ll then dig into the design principles of sales org structure. And Julie will walk us through exercises, such as account segmentation and understanding talent levels, she uses to ensure she gets it right.  

 

In the next segment, Julie discusses which channels her customers prefer. She’ll explain how she determines how to engage her customers and prospects. And how to figures out whether or not customers will be willing to pay for specialization.

 

To wrap up the show, we will tackle sales org charts. How has Julie created her sales org chart at Black Box? And how does she determine the sales headcount she needs to hit her revenue growth objective? She will walk us through the model she uses at Black Box, step by step. In addition, Julie will discuss why communication is key for any organizational design transitions, and why it’s critical to keep both key clients and top sales talent.

 

Your sales organizational structure is key input into a successful sales strategy. Watch here as Julie demonstrates how she has developed and executed a new organizational model. It’s a critical piece of the revenue growth puzzle.

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.

Read full bio >