Speakers: Dave Longaker | Greg Alexander, SBI



Determining the right number of “feet on the street” can be difficult. How many, and what type of sales reps, do you actually need? SBI recently spoke to Dave Longaker about sales organizational design. Dave is the chief revenue officer at Rovi, a global leader in digital entertainment technology. Listen as Dave explains how to select the best sales org chart for your organization.


Dave is an experience sales leader, with a solid track record of creating high performing sales teams to drive revenue growth. During the show he will answer questions such as:


  • How should sales leaders determine which of the 7 B2B sales organizational models is best for their sales team?
  • How can sales leaders determine the types of roles, and headcount need for each?
  • How should sales executives deploy their sales capacity against the market opportunity correctly?
  • Through which sales channels do buyers want to engage the sales team?
  • What level of sales specialization are buyers willing to pay for?
  • How can sales leaders effectively transition from one sales structure to another?


Your sales org chart is critical to making your number. If you have too few reps, you’ll miss your number. Too many, and you will destroy profits. Listen as Dave explains how to best design your sales org model in order to meet the needs of your customers. 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.


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.

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.




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A Better Way to Structure Your Sales Force

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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.




Fill Every Role on Your Team with an A Player

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What CEOs are Looking for in a Sales Leader

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