E127 Part 1 - RELATIONS & BUSINESS MODEL: Driving Sales Productivity at a High Level
How do you grow a consistent go-to-market motion? First, you have to think about organizing countries and segments because, in some places, these are king. In this episode of Tech Sales Insights, Randy welcomes Bill Walsh, Senior Vice President of Global Operations at Dell Technologies.
Today, Bill talks about some factors that made him successful in his ops activity, how to figure out rep territories effectively, and how they zone in on minimizing churn as much as possible when Dell and EMC came together.
INSIGHTS OF THE DAY
BILL: LOOK AT ATTRIBUTES ON HOW TO BRING A TERRITORY TOGETHER
“We came to the conclusion a number of years back that not only does a rep with a well-formed territory perform better but with a well-formed territory, you get much better revenue lift. So we've looked at a lot of different attributes around how do you bring a category together in a way that makes sense analytically?"
Find out more about Bill Walsh in the links below:
- LinkedIn: https://www.linkedin.com/in/bill-walsh-94664aa/
- Website: https://www.dell.com/
This episode of Tech Sales Insights is brought to you by:
- Sales Community: https://www.salescommunity.com/
- Alexander Group: https://www.alexandergroup.com/
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