Episode 63: Sales Organization Architecture - Tito Bohrt

Building sales pods is the latest fad to hit sales departments worldwide, but is it really the best way to set up your team? In this episode we're chatting with Tito Bohrt, CEO of AltiSales and Chief of Sales Staff at AppBuddy, about his unique concept of architecture of the sales organization. Bohrt walks us through his philosophy on POD and round robin factory models of organization, and when the best time to use each is! Episode Highlights: Introducing Tito Bohrt Defining the POD and the round robin factory models When to use each type of organization model Client success stories When is the best time to implement a new organizational structure? Account based selling, prospects, and the POD and farming models Being pleasantly persistent Resources: "Sales Pods - Nice in Theory, Not so in Practice" blog post by Tito Bohrt The tech stack Tito Bohrt uses when building early stage sales teams:: CRM: Salesforce Lead Research: Linkedin Sales Navigator, ZoomInfo and Hunter.io Sales Automation: Outreach.io Phone system: Outreach.io + Jabra Headset Pipeline Management: GridBuddy E-Signatures: Rightsignature Why does he use these products? Salesforce: Good to start with this from day 1. There's no better CRM, and switching CRMs later can be costly Linkedin Sales Nav: The most up to date employees and titles to help you find Buyer Personas at your ICP ZoomInfo: The best source for direct lines, lots of accurate emails as well. Hunter.io: Good tech to help you guess emails if you don't find them on ZoomInfo Outreach.io: Allows the tracking of all KPIs for SDRs and has the dialer integrated. This is a must have for SDR teams at every B2B company. Very superior to SalesLoft when it comes to analytics and customizations Jabra Headset: Likely the best sound quality, but also pricey. If on a budget, any USB headset (even those for gaming) will be good enough. GridBuddy: GridBuddy gives you an excel-like interface to make sales reps lives easier and allowing sales leaders to capture all the data they need for accurate forecasts and analyzing KPIs. This is another must have if you are a data-driven company (and you should be). Rightsignature: All the e-sig capabilities you need for an affordable price. Want more from Tito Bohrt? Connect with him on Linkedin or send him an email: [email protected]