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?

www.fourappointmentsaday.com