Business
In this episode of "Ask A Sales Leader", Phil interviews Cyrille Brisson, VP of Sales and Marketing of EMEA for Eaton Industries where he manages 2,400 sales people. Cyrille shares his thoughts on how to lead a large, geographically distributed sales team. Topics include: *How to structure and lead a sales team with a complex matrix of 50 product lines with subsidiaries around the world *How to drive efficiency by focusing on both the individual level and company level by investing massively in enablement, technology, and targeting *How to balance inside vs. field sales, direct vs. channel sales *Why running a time and motion survey is critical to improving efficiency by removing element of waste *How to ensure that your sales people are pre-qualifying deals and equip sales people with skills to represent the value to customers *How modern buyers are calling the shots on the timing of a deal and what the implications to modern selling *Why the shift to digital is difficult for channel partners, and what to do about it *What the attributes of the modern sales leader are and why incorporating continuous improvement practices matters for success *Why digitization and the new subscription revenue model is driving the need for one role that oversees both sales and marketing *Why sales people need to create value out of data created by devices is critical *Why the most important lessons for sales leaders are 1) never stop learning and 2) build intimacy with product and marketing