Speakers: Todd Skiles | Greg Alexander, SBI

hunter-farmer-sales-organizational-structure

 

Do you have the right people in the right roles? On this week’s SBI Sales and Marketing Podcast we spoke with Todd Skiles, the senior vice president of sales and solutions at Ryder. Todd leads the sales team for the supply chain business of this $6.5 billion dollar company. Listen here as Todd discusses his sales organizational structure, specifically how he implemented a hunter farmer sales model.

 

During the show, Todd will answer questions such as:

 

  • How did he decide to implement a hunter farmer sales model?
  • What have the results of this sales organizational design been?
  • How should you assess your current team against new job profiles in the org chart?
  • Was it necessary to make adjustments to the sales compensation plan to accommodate the new model?
  • How did this change effect Ryder’s overall sales strategy, specifically  how his sales force interacted with customers?

     

Making an organizational change to the sales force can be tricky. Listen to Todd’s advice on how to implement a new sales organizational structure. He will give tips on how to successfully do this without losing either key customers or key sales people. His insights will allow you to deploy your sales resources effectively in order to be able to execute your sales strategy and make your number.

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 >