Which divi...

Question

Which divisions, regions, or business units may be more or most advantageous to sell for and why?

Former Employee · Accepted Answer

Sales reps report to a location Sales Manager who reports to Branch Manager to/or a General Manager with the support of a Regional Sales Manager. All report to Regional Vice President.

Branch and General managers come from either a service (route man) or sales path.  Most have grown from Route Rep to Service Supervisor to Service Manager to Branch Manager to GM. Very few have been in sales.

Sales brings in new business and service maintains the account, renews the contract, and expands business inside of it.

There is an inside sales team at HQ in San Antonio who is strictly business development, but only for Sales Reps who qualify for their support by hitting certain weekly install targets (less than 25% of the org does this).

Former Employee · Answer

The above posted touches on everything quite nicely, but I'll add that there's two types of sales reps at the time of my posting. An outside sales rep, and a customer development rep. Outside focuses on new B2B sales, the customer development role focuses on upselling current customers and contract renewals. While the official path is listed from CDR to OSR within the company, alot of CDRs are refusing promotion as they outearn their OSR counterparts without the long sales cycles. In this industry, 5 year contracts are the norm so as an OSR you'll have to wait for your prospect to live out their contract, or push them to claim 'breach of contract' for a competitor. As a CDR they can sell something, have it hit the invoice the next week, and get paid for it by the end of the month.

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Anonymous Q&A

Which divisions, regions, or business units may be more or most advantageous to sell for and why?