Partners in Excellence

MARCH 12, 2024

Whether it’s territory planning, account planning, deal planning or sales call planning, YOU create the strategies and the plan. I am a firm believer in following a documented sales process, but at the same time realizing it’s not a prescribed robotic assembly line type of process that works the same way every time.

Sell 143

Sell Assembly Line Territory Sports 143

Highspot

JULY 31, 2020

How you organize your sales team will be determined by the regions you serve, the number of products and services you offer, the size of your sales team, and the size and industry of your customers. There are three main models for sales teams: the assembly line, the pod, and the island. The Assembly Line.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

Partners in Excellence

NOVEMBER 27, 2018

This has a number of advantages, skill levels don’t need to be as high, we can leverage role specialization more effectively (creating sales assembly lines with customer widgets passing through each station), and we can effectively leverage all the traditional selling skills.

Sell 116

Sell Objection handling Assembly Line Territory 116

Partners in Excellence

DECEMBER 4, 2016

One begins to see images of assembly lines with customers on a conveyor belt moving from station to station. Perhaps the most subtly arrogant assumption of this assembly line mentality is that we are in control. Rather than objects going down the assembly line with each station doing it’s function (e.g.

Assembly Line 61

Assembly Line Customers Manufacturing Objectives and Key Results 61

Partners in Excellence

DECEMBER 5, 2019

We pitch our products, we manage customers to fit into our selling process, we move customers through our sales assembly line because it is more efficient for us, though perhaps not helpful to what the customer is trying to do. But everything we do is targeted to exactly the opposite.

Assembly Line 78

Assembly Line Territory High impact Technology 78

Partners in Excellence

MARCH 22, 2017

Where product lines are very diverse, with different and unrelated buyers within the account, this issue may not be important (But I’m still driven by my mantra, “It’s our God-given right to 100% share of customer and territory…”). Enter the realm of account management/territory.

Sell 58

Sell Territory Assembly Line Manufacturing 58

Lead Fuze

DECEMBER 31, 2021

When you’re setting up a sales team, it’s important to consider factors such as: Regions served. The Assembly Line. In the assembly line model, leads are handed off between specialized teams to make sure that they move through all of the stages in a sales cycle. Product/service line.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52