Why being busy doesn't mean you're doing what matters most, and how Raynet restructured its sales team to ensure reps focus on the essentials.
In this episode of the Sales Café podcast, Jana welcomes Vojtěch Bořil, CRO at RAYNET CRM. They discuss how he undertook a major reorganization of the sales team, what it achieved, and why it was one of the toughest changes he’s ever led.
In this episode, they cover:
The key principle of reorganization: Why a salesperson responsible for "everything" (acquisition, existing customers, administration, and oversight) cannot fully focus on high-value work. When reviewing one of the teams, Vojta identified up to seven different activities.
What specifically changed at Raynet :
✔ A dedicated account team was created to proactively manage existing customers
✔ Online sales was given a clearer role and set of priorities
✔ Partnerships and expansion were integrated with other revenue teams
✔ Manual tasks were moved where they belong: to automation
✔ How to practically use AI in the daily work of sales reps
And what was the result? The online team, which previously barely sold anything, began booking dozens of meetings per month. After about ten months, Vojta estimates they were contributing 10–15% of new revenue.
Practical insights:
How to tell if your sales team is juggling too many roles at once?
How to divide responsibilities between acquisition, account management, and online sales?
And how to manage change when it requires diplomacy, decisiveness, and respect for the fact that everyone processes it at a different pace?
If you are dealing with the following in your company:
- Salespeople who are always busy, but whose results don't show it
- Scaling sales when your current team structure is no longer enough
- Or a change that you know will be a bit painful
…this episode might be very practical for you.
Do your salespeople focus on what brings the most value, or do they try to do everything at once? 👇
