Speakers: Mike St. Clair | , SBI
How to organize the sales team to hit the quarterly number.

Sales Org

Today’s show is a demonstration on how to organize the sales team. There’s not enough headcount, but how do I prove it? 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. Mike is uniquely qualified to demonstrate how to organize a B2B sales team.


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.  


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.


Mike goes into depth on each model. Listen to each and identify which model you are using for your sales force today. Using Retokil as a use case, validate that you have the right model, and evaluate whether alternative or hybrid approaches are better for you.


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)


This podcast is 51-minutes of high protein clarity on how to organize the sales team.  Coupled with this deep demonstration is a workbook where you can go deep with your own salesforce.


Have expectations gone up and left you wondering if you can make your number? Here is an interactive tool that will help you understand if you have a chance at success. Take the Revenue Growth Diagnostic test and rate yourself against SBI’s sales and marketing strategy to find out if:

  • Your revenue goal is realistic
  • You will earn your bonus
  • You will keep your job