A sales hub is a selling model where talent and capabilities are brought together, usually co-located, under the banner of a full sales team or service. Typically sales hubs are regional.

Regional Hub Sales Model

Benefits of a regional sales hub model:

• Once a hub blueprint is created, it is faster to start and ramp subsequent hubs
• Simpler to put leading sales technologies into a hub 'toolkit' and keep it refreshed
• Agents working in hubs are part of the local sales teams and it offers a greater ability to recruit, retain and train talent
• Hubs are built on consistent best-in-class selling methods and knowledge sharing
• Reduced total ownership cost of property and technology; eliminating duplicative set-up costs
• Operates in a service model to other sales teams, and reduces the complexity from sales
• A high degree of local market sales strategy ownership despite being a regional hub
• More transactional sales services make revenue/crediting attribution to regions simpler
• Local language speakers, trained in consultative selling & with specific local or vertical knowledge

Challenges we hear when wanting to deploy a regional sales hub:

• Selling locally is often preferred: "A local model will allow greater control over operations, and the ability to push faster changes when required"
• A local model ensures sales credit is local
• A regional model will not be able to provide the same level of market & cultural knowledge as a local approach
• Doing it locally is cheaper

Criteria to identify a good sales hub?

There are three groups of consideration: