PHASE 9: ORGANIZATIONAL DESIGN & TALENT

Determine the right roles, number of headcount, and organizational chart required to make your number.

 

Quantitatively determine the right amount of headcount to hit your revenue target for the year. Within that headcount, design your roles to meet your revenue and cost targets. Ensure role clarity exists to maximize production.

Rapid Diagnostic

1. You have selected one of the seven B2B sales organizational models that best supports your buyers (stratification, hunter/farmer, product specialist, industry specialist, role specialist, geographic, hybrid).

2. The type of roles & responsibilities you need on your organizational chart have been clearly defined.

3. The ideal headcount needed by role has been clearly defined.

4. You have correctly deployed your sales capacity against the market opportunity.

5. Each role is free of “corruption” and time is spent on the right selling activities.

6. Sales leadership routinely conducts time studies to understand how reps allocate their time toward selling and other activities.

7. Whenever organizational changes are needed, there is a change management plan that is followed which minimizes disruption in the field.

8. You use job profiles that reflect industry best practices when hiring for sales positions.

9. You actively track costs associated with each role to accurately calculate Customer Acquisition Cost (CAC).

10. You know the actual (and forecasted) production generated by each role in the sales organization.

Deliverables

• Organizational Chart

• Roles & Responsibilities (RACI)

• Headcount Model

• Job Profiles

• Pro Forma Cost Model

• Change Management Plan

Sales Strategy
Optimize Your Data Strategy to Never Miss Another Sale
Coulda, shouda, woulda. Often, sales teams whiff at deals that should have never been lost in hindsight. How does this happen?   The data was bad. I didn’t know XYZ about this account/contact. I missed the trigger event. The dots were never connected.   Revenue operations frequently...
Read More
Sales Strategy
How a Software CMO Has Led COVID Recovery Efforts
For years, the evolution of Marketing leaders has transformed drastically. Today, those changes are even more significant than what their role looked like nearly 90 days ago. Still, there is no telling what the second half of the year will...
Read More
Sales Strategy
How a Digital Sales Culture Drives Revenue in Key Accounts
There has been exponential growth in the amount of data generated since the start of the digital age. This has enabled almost every industry and business to become more productive, but a function like sales that is largely relationship-based (especially...
Read More
Sales Strategy
The Makings of a World-Class Customer Experience Program
Customer Experience is no longer just a buzz word that companies can throw around. It has become a megatrend that demands a complete mindset shift in not only executive teams, but it also requires buy-in from the board in order...
Read More