THE DEATH OF FIELD SALES A radical, inside-out, approach to the design and management of the sales function Justin Roff-Marsh Founder: Ballistix | Author: The Machine
THE DEATH OF FIELD SALES
A radical, inside-out, approach to the design and management of the sales function
Justin Roff-Marsh
Founder: Ballistix | Author: The Machine
? IS SALES EVEN BROKEN?
THE SYMPTOMS
Salespeople
average just a
couple of bus-dev
meetings a week
Salespeople over-
service some
accounts and
ignore others
We have friction
between sales
and other
departments
Salespeople don’t
prospect enough
Salespeople are up
to their elbows in
customer service
THE ROOT CAUSE
TWO QUESTIONABLE ASSUMPTIONS
Sales is an
OUTSIDE
activity
TWO QUESTIONABLE ASSUMPTIONS
Sales is an
INDIVIDUAL
pursuit
Sales is an
OUTSIDE
activity
? SALES IS PRIMARILY AN INSIDE FUNCTION
? SALES IS A TEAM ENDEAVOR
THOUGHT
EXPERIMENT
If, tomorrow, you were to find
yourself with no sales function
(no customer service or
promotions either), what would
you do?
THOUGHT EXPERIMENT
THOUGHT EXPERIMENT
CSR
THOUGHT EXPERIMENT
CSROrders, RFQs
and Issues CSR
OutsideInside
S person(Inside)
CSROrders, RFQs
and Issues CSR
THOUGHT EXPERIMENT
OutsideInside
S person(Inside)
Sales Opportunities
CSROrders, RFQs
and Issues CSR
THOUGHT EXPERIMENT
S person(Inside)
OutsideInside
Sales Opportunities
S person(Inside)
Sales Opportunities
CSROrders, RFQs
and Issues CSR
THOUGHT EXPERIMENT
S person(Inside)
Camp. Coord
OutsideInside
Sales Opportunities
S person(Inside)
Sales Opportunities
CSROrders, RFQs
and Issues CSR
THOUGHT EXPERIMENT
THOUGHT EXPERIMENT
S person(Inside)
Camp. CoordResearch
Analyst
OutsideInside
Sales Opportunities
S person(Inside)
Sales Opportunities
CSROrders, RFQs
and Issues CSR
THOUGHT EXPERIMENT
S person(Inside)
Camp. CoordResearch
Analyst
OutsideInside
Sales Opportunities
Field Specialist
Field Visit Requests
S person(Inside)
Sales Opportunities
CSROrders, RFQs
and Issues CSR
THOUGHT EXPERIMENT
S person(Inside)
Camp. CoordResearch
Analyst
OutsideInside
Sales Opportunities
Field Specialist
Field Visit Requests
S person(Inside)
Sales Opportunities
CSROrders, RFQs
and Issues CSR
BDM
THOUGHT EXPERIMENT
S person(Inside)
Camp. CoordResearch
Analyst
OutsideInside
Sales Opportunities
Field Specialist
Field Visit Requests
S person(Inside)
Sales Opportunities
CSROrders, RFQs
and Issues CSR
BDC
BDMField
Appointments
Sales Opportunities
THOUGHT EXPERIMENT
S person(Inside)
Camp. CoordResearch
Analyst
OutsideInside
Sales Opportunities
Field Specialist
Field Visit Requests
S person(Inside)
Sales Opportunities
CSROrders, RFQs
and Issues CSR
BDC
BDMField
Appointments
Sales Opportunities
? BUT, CAN THIS REALLY WORK IN REALITY?
COMMON CONCERNS
• What happens to salespeople’s commissions
• What about the importance of
personal relationships?
• Don’t customers demand a
single point of contact?
• What happens to the quality of team members’
work lives?
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