P
P

powdachowda

Account Executive

Executive
Member
Member

How to structure sales for services business

I'm advising a company on GTM efforts. It's an engineering services biz with $5M revenue, 85% of revenue comes from existing customers. Currently founder led sales, no sales or account management people in seat.


There's a lot of upsell/cross-sell potential with existing customers.


What Sales structure would be appropriate?


I'm thinking a territory sales rep model, where a rep has a customer segment/territory and sells to existing customers and new.


Thanks!

👑 Sales Strategy
🛢 Energy & Industrials
8

10 comments

Sort by:
Justatitle
Big Shot
2
Account Executive
why not an acquisition and growth rep to start, growth rep manages the book of business and expands the clients acquisition can go out and close whatever referrals or cold outreach yields. It's unknown if the territory even matters as you don't know how desirable the product is. see what someone is able to do with 6 months then you can decide where it goes from there.
oldcloser
Arsonist
2
💀
Totes- put an ABM marketing strategy on the acquisition side and hyper-target with a relatively inexpensive and automated outreach cadence for brand value. Programmatic everything. $30 buys 1,000 impressions these days. Minimum spends keep dropping. Then beat it to death on the phones and see what drops out.

On the expansion side, build the case for what comes next. You can slow drip that out of any CRM. Then incorporate the pitch into QBRs. Expansion will go faster, so pitch it as fuel to build out the acquisition side. @Justatitle wanna start a biz?
powdachowda
Executive
2
Account Executive
Thanks!
Justatitle
Big Shot
2
Account Executive
You SOB I'm in
powdachowda
Executive
2
Account Executive
Love it, thanks!
poweredbycaffeine
WR Lieutenant
2
☕️
Why are you advising someone on something you do not understand. Outsourcing the decision to a group of anon users is a pretty bold use of another company’s money.
medhardwaredr
Opinionated
1
Director of Sales NA
Territory if you’re connected to a channel otherwise do what other recommend
SalesBeast
Politicker
1
Sales Leader
Territory when you have 0 reps makes no sense. Why limit a new rep in place. I think unless hiring a ton of reps, territory mapping doesn’t work. If hiring one or two reps let them have free range and just a few top tier named accounts.
0
Enterprise Account Director
Service sis a diff ball game - in doing this atm. Is better to not have a ae style set up and have client relationship manager and one or 2 Bdm. The reason I say this is when your in services you don’t have unlimited product to sell so demand needs to be managed carefully and every drop of profit matters.
deathbysales
Politicker
0
Vice President, Sales
What's their budget? Unless I know that I really could not advise you on what structure is appropriate. If they only have headcount for a single person...... How many customers do they have? If they have 5000 customers that make up that 5mil or if it's 5 it's a different story. Lot's of moving parts and little info to give you my suggestion. But I can tell you pretty quickly a territory model is most likely the wrong move.

Related posts

3

What kind of compensation do Tier 1 and Tier 2 Technology Services Sales Professionals make these days?

Question
💰 Compensation
3
4

Professional Services Sales at a Large Software company?

Question
🎈
☁️
🧠
4
7

Any consulting services sales folks here?

Question
🎈
🎯
15
Bravado is a community of trusted sales professionals endorsed by their customers.
Apple Store logo
Products
The War Room Jobs Salary Guide Tech Sales U
Company
About Us How It Works Blog Bug Bounty
Contact
Press Careers
© 2024 Bravado Inc. All rights reserved.
Privacy Policy Legal and Privacy Center Sales Jobs
If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.