Continuing our conversation with Greg Andrews, VP of Marketing + Sales, Legrand | AV Residential Solutions about the sales team reorganization, the ‘Solution Sales Team’, and what we can expect from Legrand at CEDIA EXPO in Denver! Part 2 | Part 1 here.
Maureen Jenson: I understand there has been some reorganization of your various sales teams. Can you break that down for us and explain how this new organization works?
Greg Andrews: Recently we segmented our sales department into various teams to better serve various types of customers. Channel sales, account sales, and solution sales each have their own focus, but the teams work together to make working with Legrand simple for channel partners, buying groups, and integrators.
MJ: Can you go into detail on all of your various sales teams? Who brings what to the table?
GA: The Channel Sales team, led by industry veteran Kevin Hansen – VP of Sales, is here to push distribution sales, focusing on programs, training, and sales enablement to build closer customer relationships. This team coordinates distributor activity with 20 territory sales managers on the Account Sales team to increase frequency of touch to monthly, quarterly, or biannually, depending on priority and size. The idea is to make it simple for the territory sales managers to engage with authorized distributors. The Channel Sales team creates and executes account plans for the top 40 distributors, providing a territory distributor playbook, distribution training, and know-how to help territory sales managers and/or regional sales managers proactively manage distributors.
The Account Sales team, led by Alex Weaver – VP of Sales, is now in place to help buying group dealers develop sales within their assigned territories and account bases. To do this, strong collaboration with direct and indirect team members is paramount. Our objective is to grow sales and serve customers the way they want to be served. Our newly combined sales team will improve local customer sales support. One local contact representing nine residential lines can sell products ranging from basic infrastructure to high-level integration. Extensive customer programs and support tools will assist customers in growing their businesses, which is advantageous for buying group members. There’s a design services team to assist with scope of work and billing of materials, and a technically proficient training department to get integrators knowledgeable and efficient at the job site. The Account Sales team is also working with the Channel Sales team to establish a national program that will benefit customers such as distributors and specialty retailers at the local level.
Finally, the Solution Sales team, led by Dave Keller – VP of Sales, partners with the top CI integrators and provides a Legrand single source of contact, on-site project support, and access to industry-leading design services. This team serves as the primary contact for new and existing project requests from top-tier dealers. It also manages field sales engineering support to direct sales channel personnel; assists in design, programming, commissioning, and providing superior field technical support; and acts as a conduit between CI integrators and the company regarding technical issues, product improvements, and product line gaps.
MJ: Please go into further details on the Solution Sales Team?
GA: At a high level, Solution Sales is there to educate integrators about and inspire them to use Legrand | AV Residential Solutions. That means providing project design and project management support, as well as exceptional field support for an integrators’ sales, installation, and service teams. The Solution Sales team is just a phone call away to assist with installation, commissioning, and post-install support.
MJ: How does this benefit the integrator/dealers?
GA: Having a Solution Sales team means integrators and dealers only have “one shoulder to tap.” That is, they have a single point of contact and direct line of communication to get the help and advice they need, from the initial project consultation to completion. Our goal is to provide support exactly when it is needed from a knowledgeable staff that will help integrators save time and money. Through system design support, engineering services, value engineering, and help identifying synergies within the Legrand | AV product categories that could line up with project needs, we provide efficiencies in planning and project management that help integrators increase profitability.
MJ: What are your plans for the rest of the year for trade shows, Expos, etc? What types of announcements can we expect later in the year?
GA: At CEDIA, all nine brands will be on hand to represent Legrand | AV Residential Solutions. We’ll create an interactive experience to show how our products come together within actual vignette settings — a human-centric living demo — plus dedicated space for each brand to showcase new products and demos. There will be an integrated presentation stage with a wide range of subject matter experts from integrator partners and our very own Legrand | AV staff, who will share 10-minute quick bites every 30 minutes. We’re also offering training sessions on Friday covering various topics we frequently get questions on in the field. Finally, we’ll be announcing several exciting product launches from various Legrand | AV Residential Solutions brands at the show.