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Greg Alexander, CEO of SBI, joined by Julie Lyda, shares critical steps to designing and implementing a new sales org model. [ Ссылка ].
00:10 Welcome and special guest introduction
02:35 Description of the 7 B2B Sales Organizational Design Models
03:44 The design principles of sales org structure
04:42 Understanding which channels your customer want to engage your company through
09:42 Determining if your customers will pay for sales specialization
11:30 How Black Box has designed their sales org chart
16:22 Determining the number of sales reps you need
18:45 How to handle and communicate organizational transitions
21:00 Show wrap up
SBI TV Summary:
This week on SBI TV, we discuss how to design your sales org model with our special guest, Julie Lyda, the executive vice president of North American commercial sales at Black Box.
In our first segment, we discuss the seven B2B sales organizational models and explore which model Julie has selected at Black Box. We also discuss the design principles of sales org structure.
In our second segment, Julie shares how she determines which channels her customers want to engage the company through, and whether or not they will pay for specialization.
In our final segment, we discuss sales org charts, and how Julie has created hers. Finally, she will explain how she determines the sales headcount she needs to hit her revenue growth goals.
Ready to Make Your Number?
We like to keep it simple here at SBI. If you want a copy of the workbook mentioned in this video, go to SalesBenchmarkIndex.com/2016-report to see the details of our six step revenue growth method, which covers market research, corporate strategy, product strategy, marketing strategy, sales strategy and talent strategy. If you want to have one of SBI’s seasoned sales and marketing consultants help you implement our revenue growth strategy in your organization, let us know at [ Ссылка ].
