video | December 8, 2016
Select the Best Sales Org Chart for Your Organization
Today’s topic is how to select the best sales org chart for your organization. Too few reps and you will miss the revenue number. Too many reps and you will destroy profits. 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 to access a revenue growth methodology to hit your number quarter after quarter, and year after year.
Joining us is Dave Longaker, Chief Revenue Officer of TiVo. Following the date of the interview recording, Rovi Corporation completed an acquisition of TiVo and changed the brand name from Rovi to TiVo. Watch as Dave demonstrates how to determine the right number of “feet on the street,” what type of reps you need, and the best organizational chart for you.
Dave is an experience sales leader, with a solid record of accomplishment of creating high performing sales teams to drive revenue growth. Hire field reps when you need inside reps and frustrate the customers. Organize in a hunter farmer model when you need industry verticals or product specialists and the revenue goal will be harder to hit than it needs to be.
During the show, Dave will answer questions such as:
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: