Did you recently roll out a new sales organisation design, or are you planning to reorganise in 2018? Here are the top five downstream focus areas you need to solve to ensure your sales reorganisation will be a success.
Weeks and months of planning go into defining the optimal sales org design for your organisation: Countless meetings and analysis comparing the benefits of hunter/farmer, stratification, product specialisation or other organisational designs.
Time is spent defining the roles lead development reps, field sales, inside sales account managers and other sales support resources will play. Modelling is completed determining the ideal headcount to cover the market. Once that is completed the work is done, right?
Wrong, defining the strategy is critical, but once the strategy is finalised the work is just beginning. The execution and downstream impact the reorganisation will create is where most reorganisations fall short.
Below are the top five downstream focus areas you need to solve to ensure your sales reorganisation will be a success.
TOP 5 DOWNSTREAM FOCUS AREAS
1 TERRITORY DESIGN / ACCOUNT ASSIGNMENTS
Create balanced territories by placing the right reps in the right territories
Once the new org design is finalised the next step is to determine the ideal territories/ account assignments for each rep. The goal is to create balanced territories using the account potential of each account.
This story is from the April - June 2018 edition of thinksales.
Start your 7-day Magzter GOLD free trial to access thousands of curated premium stories, and 8,500+ magazines and newspapers.
Already a subscriber ? Sign In
This story is from the April - June 2018 edition of thinksales.
Start your 7-day Magzter GOLD free trial to access thousands of curated premium stories, and 8,500+ magazines and newspapers.
Already a subscriber? Sign In
Getting Over Your Fear Of Cold Calling Customers
A recent research study found that 48% of business-to-business salespeople are afraid of making cold calls.
10 Tips To Get Honest, Productive Feedback
Great leaders are great learners. Their never-ending pursuit of information pushes them to constantly improve and sets them apart from the rest. Getting and learning from feedback isn’t always easy, but it is necessary, if we want to become better.
The 5 Things All Great Salespeople Do
The best salespeople know they’re the best. They take pride in their art form. They separate themselves from the rest of the pack regardless of circumstance. So how do they do it? What’s their secret? Are you one of them?
Why Trade Shows Are Worthy Of Your Marketing Budget
Given unrealistic expectations against a modest budget, marketing leaders are routinely tasked with making trade-offs on what stays and goes in their annual budget. In a highly digitised world, trade shows might seem like the ancient way to do things, but they remain one of the best forums for exposure to customers. Increase your success rate with trade shows through more thoughtful planning that aligns sales and marketing to common goals and objectives.
Why CRM Projects Fail And How To Make Them More Successful
CRM is an important tool, but it is just a tool. When the laptops are shut down for the day, it’s your sales team that is responsible for bringing value to clients and driving revenue. Implement your CRM with that in mind and you’ll be pleased with your ROI.
Is Your Corporate Strategy Paying Off?
Key questions to determine if your strategy is working.
3 Ways to Improve Your Ability to Diagnose
Selling requires a strong ability to diagnose the client’s problems and challenges.
How To Create Compelling Content
How do you create content that cuts through the noise? How do you get attention now that there is a glut of content being created?
Build Up Your Resilience By Asking Yourself Two Simple Questions
You may surprise yourself and find good in the bad.
How Marketing Can Increase Customer Lifetime Value
Marketing can play a pivotal role in boosting customer profitability.
