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  • 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 dont

    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 salespeoples commissions

    What about the importance of

    personal relationships?

    Dont customers demand a

    single point of contact?

    What happens to the quality of team members

    work lives?

  • www.fourappointmentsaday.com