Speakers: Matt Boice | Dan Perry, SBI

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Dan Perry recently interviewed Matt Boice, Vice President of Sales Ops at TEN.  The Enthusiast Network, founded in 1948, is a media company with the largest concentration of males between 18-34 within the automotive and outdoor adventure market.  TEN has been on a tear lately growing their social followers 512% since 2013 sitting now at 74 million.

 

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You can listen to the podcast here.

 

Matt was asked to play the role of “air traffic controller“ recently as the company reorganized the entire sales force. The directive from the CEO was to control two things: 1- customer retention, and 2- sales rep turnover. Reorganizations fail if customers and super star reps leave as a result.

 

Matt and his team retained 99% of the customers and 95% of the sales team.  These are extraordinary results.  Matt tells us how he did it in this interview.

 

During the podcast, Matt discusses:

 

  • Moving from a generalist sales force to a product specialist sales force.
  • Implementing a national account team.
  • Geographic customer concentration in New York, Chicago, and Los Angeles as a design principle in building sales territories.
  • Building an organizational model around customer buying preferences.

     

Matt’s is an interesting case study.  Why?  His company is a 66 year old media company transforming itself.  Executing a sales reorganization is difficult in any industry.  But, executing a sales reorganization inside of an industry in the middle of being disrupted is extremely difficult. Therefore, we can learn a lot from Matt’s experience.

 

If you need help executing a sales reorganization go here.

 

If you enjoyed this podcast, subscribe to our iTunes podcast channel.  Once a week we will push to you another fascinating interview.

 

 

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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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

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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 >