Designing organizational models for inside sales webinar slides

View & listen to the recorded webinar here! June 14, 2012

Logistics for today’s call…. At the conclusion of the presentation, the moderator will facilitate the “Question & Answer” session utilizing the “Questions” feature. 2

Logistics for today’s call…. Additional questions can be sent directly to: ryan.tognazzini@salesbenchmarkindex.comJoin us for our next Webinar….  Sneak Preview of Sales Benchmark Index’s annual research study, “Make the Number: How Sales Leaders Plan to Allocate People, Time, and Money in 2013”  Thursday, July 12th  Speaker: Greg Alexander, CEO Sales Benchmark Index  1:00 p.m. Central  30 minutes  Register at the Link Here! 3

Ryan Tognazzini Brief Bio • Associate Principal at Sales Benchmark Index • Prior to SBI, spent 10 years with Cintas Corporation, a $4B business services company: • Ran a $20M business as a GM in San Francisco • Managed a $5M portfolio as a Key Account Manager in the healthcare vertical • 13 years of experience in sales and marketing, compensation planning and building and enabling sales organizations

Buyer Behavior Has Changed Customer Purchase Decision Timeline 57% Complete Customer Customer’s PurchaseBegins Due First Decision Diligence Contact with Sales Customer’s largely deciding on their needs, leaving suppliers to compete on price Source – Sales Executive Council

What the Buyer Wants What is the primary way you would like to conduct business with us? $550M Software (SaaS) Company $6BInformation Mgmt. Company $3B Transportation Svcs. Company

Strategic Relevance of Inside Sales 8.95% Average 71% of unemployment in Primary focus companies the US in 2011 on expanding planned to the inside sales expand in 2011 force

Acquisition Cost vs. Sales Complexity High Touch Light Field Sales Freemium No-Touch Inside Field Sales Touch with SEs Sales Customer Acquisition Cost Estimates $100- $ 1000- $2500- $20,000- $0-50 $75,000+ 1000 2500 10,000 75,000 • Cost of acquisition increases roughly 10X with the increase of sales complexity • Where are you on the spectrum? • What is cost to acquire? • How much should it cost? • What roles does sales play (inside vs. outside)Source – Matrix Partners

Inside Sales Structure Options Stratification Activity Geography Top 1% Develop Hunter Farmer Long Tail Buying Roles Product Industry Vertical Accounting Securities & Banking & Advertising & Govt Radian 3 Electroline Venture Investing Credit & Comm ConsultingCEO CFO CSO Flux Strategic Neptune C3PO Institutional Consumer Agencies Pharma Capacitor BoutiqueCMO COO HR PRCC WatchBright Anti Cloning Private Mkts Investment PR Firms Commercial Big 5 Acct Firms

Inside Sales Structure Options Stratification Activity Geography Top 1% Develop Hunter Farmer Long Tail Hybrid Buying Roles Product Industry Vertical Accounting Securities & Banking & Advertising & Govt Radian 3 Electroline Venture Investing Credit & Comm ConsultingCEO CFO CSO Flux Strategic Neptune C3PO Institutional Consumer Agencies Pharma Capacitor BoutiqueCMO COO HR PRCC WatchBright Anti Cloning Private Mkts Investment PR Firms Commercial Big 5 Acct Firms

How Does It Work? Phase 1 Phase 2 (Design) Phase 3 Ideal Structure & People Support Requirements Work Flow: Lead Conduct Process qualification – Execution Discovery Sales ProcessMeans 1. Program Management & Communication1. Exec Interviews Process 2. Field Integration2. Documentation Technology Automation 3. Sales Program Design - Review tactical level3. Expert Panel 4. Business & Sales4. Metric Data 1. People – Ideal Structure; Process5. Customer Surveys centralized / 3. Technology - 5. Reporting & Metrics6. Sales Rep and Partner decentralized, hunter, farm CRM, Marketing 6. Enablers, Technology & rep Survey er, product specialist , etc Automation, Social Tools7. Sales Rep DILO 2. Process – Sales Networking, account 7. Recruiting & Training8. Mystery Shop Process, lead management transition 8. Campaign Program (s)9. Sales Mgmt. Survey process, onboarding, traini tracking, reporting, etc. 9. Customer Transition10. Prospect Survey ng, account transitioning, etc 10. Audit Schedule & QBR

Key Takeaways – Designing Inside Sales The buyer climate is changing Use Outside-In Thinking Disciplined Approach Want help? Connect with me at: ryan.tognazzini@salesbenchmarkindex.comhttp://www.linkedin.com/in/ryantognazzini 12

View & listen to the recorded webinar with Q&A here! 13

Further interest…. Sign-up for a free Inside Sales planning consultation by: E-mailing info@salesbenchmarkindex.comSales Benchmark Index will….  Have copy of webinar slides available for download here  Additional questions can be sent directly to: Ryan.Tognazzini@salesbenchmarkindex.comJoin us for our next Webinar….  Sneak Peak of Sales Benchmark Index’s annual research study, “Make the Number: How Sales Leaders Plan to Allocate People, Time, and Money in 2013”  Speaker: Greg Alexander, CEO Sales Benchmark Index  Thursday, July 12th  1:00 p.m. Central  30 minutes  Register at the Link Here! Thank-You for attending… 14

Designing organizational models for inside sales webinar slides

by Sales Benchmark Index on Jun 26, 2012

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