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Introduction to Managed SPE
1. INTRODUCTION
TO MANAGED SPE
How Ballistix can help you turbocharge your sales performance
Justin Roff-Marsh
Founder: Ballistix
2. THE NEXT 59 MINUTES
Define best-practice in sales function design
Profile our new service offering
Help you calculate the net cost of working with us
Provide tips for DIY’ers
3. A TALE OF TWO SALES FUNCTIONS
Organization one (Bravo Industries)
Head office, plus 3 branch offices
Each office has
2 field reps
2 customer service reps
A general manager / sales manager
Head office also has
A lone marketing specialist
4. A TALE OF TWO SALES FUNCTIONS
$150k PA
Marketing
Specialist
$100k PA
$50k PA
VP of
Sales
CSR
CSR
General
Manager
CSR
CSR
Sales
Rep
Sales
Rep
General
Manager
Sales
Rep
Sales
Rep
CSR
CSR
General
Manager
Sales
Rep
Sales
Rep
CSR
CSR
Sales
Rep
Sales
Rep
5. A TALE OF TWO SALES FUNCTIONS
Organization one (Bravo Industries)
Meaningful selling conversations (/week)
Field: 12 x 2 = 24
Phone: 12 x 15 = 180
Minimal growth
Poor on-time performance
Poor margins
Conflict between head office and regions
Invested 10’s of thousands of dollars in CRM to try and improve sales
6. A TALE OF TWO SALES FUNCTIONS
Organization two (Alpha Industries)
No branch offices (logistics company manages inventory)
2 national enterprise-class field salespeople
Each field salesperson has a dedicated EA
6 customer service reps, including
One quotation specialist
One order entry specialist
3 inside salespeople
Two full-time research analysts
7. A TALE OF TWO SALES FUNCTIONS
$150k PA
$100k PA
$50k PA
VP of
Sales
Inside
Sales Lead
Inside
Sales
Inside
Sales
Inside
Sales
EA
Marketing
Specialist
EA
Analyst Analyst
CSR
CSR
CSR
CSR
Proj
Lead
Proj
Lead
Inside
Outside
Sales
Rep
Sales
Rep
CSR
CSR
8. A TALE OF TWO SALES FUNCTIONS
Organization two (Alpha Industries)
All accounts owned by customer service team
All opportunities owned by inside sales or salespeople's EAs
Total sales activity (meaningful conversations) per week: 340
Field: 2 x 20 = 40
Inside: 3 x 100 = 300
Dramatic reduction in costs
Customer service improved
Dramatic rise in sales activity
9. A TALE OF TWO SALES FUNCTIONS
Criteria
Bravo Industries
Alpha Industries
4 + 9 + 8 = 21
1 + 6 + 13 = 20
$1.9 million
$1.4 million
204
340
Quotation lead time
Measured in days
Measured in hours
Issue lead time
Measured in days
Measured in hours
Headcount
Payroll cost (pa)
Meaningful selling conversations (pw)
Costs down by 26%. Sales activity up by 67%*
*Doesn’t include savings from closing regional offices or
costs associated with outsourcing logistics or increased salesperson travel.
10. MANAGED SPE: THREE OPTIONS
Do it yourself
($0 + $0pm)
SPE
Sales Process
Engineering
Assisted SPE
($12.5k + $0pm)
Get some help
Managed SPE
($0 + $7.7k pm)
11. MANAGED SPE
Let us design, build and supervise your sales function
And we’ll also provide critical process inputs:
Sales technology
Promotional collateral
Recruitment and training
13. MANAGED SPE
Price and terms
Solution design workshop:
$0 (included in first month of engagement)
Normally $12,500
Outsourced Sales Operations engagement
$7,700 a month (+ T&L)
Terms
No minimum term
Two month (bi-lateral) notice to terminate
That’s it!
14. OFFER: SAVE $4,800
Commit to an MSPE engagement within next 7 days
We’ll give you the ability to cancel (without penalty)
at the end of month one
You either:
Get to commence a MSPE engagement with zero risk
Get a stand-alone Solution Design Workshop
for $7,700 (instead of $12,500)
15. COMPONENTS OF MSPE
Strategy
One- or two-day Solution Design Workshop at start of engagement
Periodic strategic planning meetings (as required)
Quarterly engagement review call
16. COMPONENTS OF MSPE
MSPE Consultant
All consultants are full-time Ballistix employees
All have extensive experience implementing SPE
All have prior sales management or marketing experience
17. COMPONENTS OF MSPE
Sales technology
Enterprise-class CRM (if required)
Management information system
Suite of other tools and services
Lead management, broadcast email, document automation, custom
management information, etc
21. COMPONENTS OF MSPE
Promotional services
Brochures, sales letters and traditional collateral
Websites, landing pages, PPC and SEO
Video editing and multimedia
Promotional strategy (offer formulation and campaign design)
29. COMPONENTS OF MSPE
Recruiting
Customer service representatives
Promotional (marketing) personnel
Sales coordinators
Salespeople (inside and outside)
Our advantage
We recruit the same profiles of people, over and over
We can speak with confidence about the SPE model
30. MSPE: THE ECONOMICS
Cost: equivalent to a capable salesperson
In most cases engagement will be cashflow neutral (or better)
Lower-cost sales function
Contractor costs eliminated (promotion, technology, recruiting)
Within a month or so …
Dramatic improvement in customer-service quality
Within 3-6 months …
Double the volume of sales activity
Thereafter …
Ongoing improvement
31. OFFER: SAVE $4,800
Commit to an MSPE engagement within next 7 days
We’ll give you the ability to cancel (without penalty)
at the end of month one
You either:
Get to commence a MSPE engagement with zero risk
Get a stand-alone Solution Design Workshop
for $7,700 (instead of $12,500)