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The second aspect of the predictive revenue model is the sales assemblyline or seller specialization or sales handoffs , primarily the AE/CSM split. Those two aspects, prospecting/SDRs and the sales assemblyline are the two key aspects that I challenge. Why prospecting sits apart from sales [6:59].
There are three main models for sales teams: the assemblyline, the pod, and the island. The AssemblyLine. In the assemblyline model, also known as the hunter-farmer model, sales teams are organized based on each individual’s job title. What Are the Types of Sales Organizations? Customer Size.
This has a number of advantages, skill levels don’t need to be as high, we can leverage role specialization more effectively (creating sales assemblylines with customer widgets passing through each station), and we can effectively leverage all the traditional selling skills.
To put customers on an assemblyline where they are touched by an SDR, moved to an accountmanager, moved to a demo-er, moved to the next step and the next and the next…until the customer makes a decision. Their goal is to instrument and design every word that comes out of the mouths of their people.
I read an article in which the position was put forth, “Inside sales does not have the responsibility for creating pipeline, only the responsibility for selling. But for a moment, I managed to contain myself. As I got into the article, the question was posed, “Who is responsible for developing pipeline?”
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