7 sales organization models for your organizational structure


Today's guest is Tony Capucille, the youngest CSO of Fortune 1000, and we are discussing the organizational structure. Go along with our workbook.

00:45 Presentation by Tony Capucille, CSO at Heartland Payment Systems
01:35 The seven dominate sales organizational development models
02:52 The stratification model
06:04 The hunter / farmer model
11:02 The geographic model
13:24 The vertical industry model
19:12 The product overlay model
22:21 The model to follow buyer
24:55 The organizational model

SBI Sales and Marketing Video Podcast Episode summary:

Ready to organize? It's spring cleaning here in SBI's sales and marketing podcast, so today we're joined by B2B sales assistant Tony Capucille of Heartland Payment Systems to analyze the pros and cons of the seven dominant models of sales organization. so you can start planning your organizational structure and take the path to reach your numbers.

There is not a single model for everyone in regards to the organizational structure, so in addition to evaluating the pros and cons of each organizational development model, we will also see what types of organizations are best designed for. For example, you may have some clear high priority accounts. If so, perhaps the stratification model, where you segment your accounts by winning and assigning talents and resources accordingly, is in your best interest. Perhaps the organizational structure of hunters / farmers will serve you better, where you have a team dedicated to new businesses and another dedicated to the growth of your current accounts. Are you a company that focuses on B2B sales in a specific geographic area? The geographic model could be your ticket to success. Then there are always the benefits of adopting a hybrid approach, such as the organizational model, which compensates for the strengths of one organizational structure with the strengths of another. Most likely, you will probably experiment with some of these organizational development models before finding the one that best suits you, so what better place to start than here? Learn from the experience of one of the best B2B sales leaders that exists to begin to find the organizational structure that allows you to reach the numbers you need to reach.

Ready to make your number?
If you would like 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 encompasses market research, corporate strategy, product strategy, marketing strategy, sales strategy and talent strategy. If you would like one of SBI's sales and marketing consultants to help you implement our revenue growth strategy in your organization, please let us know.

Video credits to SBI TV YouTube channel





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    7 sales organization models for your organizational structure

    Comments 8

    1. Nicely done, insightful, provocative and pragmatic. Something every Chief Revenue Officer and Chief Executive Officer should consider.

    2. These are hugely helpful. Our challenge is to interpolate the subject and scale it to a $3 million / 4 man sales team. We are doing it, but it would be interesting to have some interviews with sub $100 million per year execs.

    3. Great information that highlights on engaging the market. I think you need to use all models depending on your product or service.

    4. very informative and model concepts well presented for understanding what to expect. Thanks

    5. Love it but .. please .. drop the ads .. !
      Would be interested in understanding how each model matches to different industries/product types (e.g. how geographic sales model works in commodity vs solutions markets, in large vs small sales, fast vs slow moving industries, .. )
      Also .. will wait for an "episode" focused on "indirect" sales force (i.e. managing channel partners)

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