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INTRODUCTION
TO MANAGED SPE
How Ballistix can help you turbocharge your sales performance
Justin Roff-Marsh
Founder: Balli...
THE NEXT 59 MINUTES
 Define best-practice in sales function design
 Profile our new service offering
 Help you calculat...
A TALE OF TWO SALES FUNCTIONS
 Organization one (Bravo Industries)
 Head office, plus 3 branch offices
 Each office has...
A TALE OF TWO SALES FUNCTIONS
$150k PA
Marketing
Specialist

$100k PA

$50k PA
VP of
Sales

CSR

CSR

General
Manager

CSR...
A TALE OF TWO SALES FUNCTIONS
 Organization one (Bravo Industries)
 Meaningful selling conversations (/week)


Field: 1...
A TALE OF TWO SALES FUNCTIONS
 Organization two (Alpha Industries)
 No branch offices (logistics company manages invento...
A TALE OF TWO SALES FUNCTIONS
$150k PA

$100k PA

$50k PA

VP of
Sales
Inside
Sales Lead

Inside
Sales

Inside
Sales

Insi...
A TALE OF TWO SALES FUNCTIONS
 Organization two (Alpha Industries)
 All accounts owned by customer service team
 All op...
A TALE OF TWO SALES FUNCTIONS
Criteria

Bravo Industries

Alpha Industries

4 + 9 + 8 = 21

1 + 6 + 13 = 20

$1.9 million
...
MANAGED SPE: THREE OPTIONS
Do it yourself
($0 + $0pm)

SPE

Sales Process
Engineering

Assisted SPE
($12.5k + $0pm)

Get s...
MANAGED SPE
 Let us design, build and supervise your sales function
 And we’ll also provide critical process inputs:
 S...
MANAGED SPE

Your Organization

Strategy

SPE Consultant

Creative

Technology Recruitment
MANAGED SPE
 Price and terms
 Solution design workshop:


$0 (included in first month of engagement)

 Normally $12,50...
OFFER: SAVE $4,800
 Commit to an MSPE engagement within next 7 days
 We’ll give you the ability to cancel (without penal...
COMPONENTS OF MSPE
 Strategy
 One- or two-day Solution Design Workshop at start of engagement
 Periodic strategic plann...
COMPONENTS OF MSPE
 MSPE Consultant
 All consultants are full-time Ballistix employees
 All have extensive experience i...
COMPONENTS OF MSPE
 Sales technology
 Enterprise-class CRM (if required)
 Management information system
 Suite of othe...
COMPONENTS OF MSPE

Hosted CRM, customized to suite requirements of SPE
COMPONENTS OF MSPE

Management information in our in-house MIS
COMPONENTS OF MSPE

Management information in our in-house MIS
COMPONENTS OF MSPE
 Promotional services
 Brochures, sales letters and traditional collateral
 Websites, landing pages,...
COMPONENTS OF MSPE

Brochures
COMPONENTS OF MSPE

Traditional direct response ads
COMPONENTS OF MSPE

Broadcast email
COMPONENTS OF MSPE

Landing pages
COMPONENTS OF MSPE

Landing pages
COMPONENTS OF MSPE

Websites
COMPONENTS OF MSPE

Websites
COMPONENTS OF MSPE
 Recruiting
 Customer service representatives
 Promotional (marketing) personnel
 Sales coordinator...
MSPE: THE ECONOMICS
 Cost: equivalent to a capable salesperson
 In most cases engagement will be cashflow neutral (or be...
OFFER: SAVE $4,800
 Commit to an MSPE engagement within next 7 days
 We’ll give you the ability to cancel (without penal...
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An overview of the premium Ballistix service: Managed SPE. This deck contains an offer. Mention "SlideShare" and we'll honor it.

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Introduction to Managed SPE

  1. 1. INTRODUCTION TO MANAGED SPE How Ballistix can help you turbocharge your sales performance Justin Roff-Marsh Founder: Ballistix
  2. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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
  12. 12. MANAGED SPE Your Organization Strategy SPE Consultant Creative Technology Recruitment
  13. 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. 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. 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. 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. 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
  18. 18. COMPONENTS OF MSPE Hosted CRM, customized to suite requirements of SPE
  19. 19. COMPONENTS OF MSPE Management information in our in-house MIS
  20. 20. COMPONENTS OF MSPE Management information in our in-house MIS
  21. 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)
  22. 22. COMPONENTS OF MSPE Brochures
  23. 23. COMPONENTS OF MSPE Traditional direct response ads
  24. 24. COMPONENTS OF MSPE Broadcast email
  25. 25. COMPONENTS OF MSPE Landing pages
  26. 26. COMPONENTS OF MSPE Landing pages
  27. 27. COMPONENTS OF MSPE Websites
  28. 28. COMPONENTS OF MSPE Websites
  29. 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. 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. 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)

An overview of the premium Ballistix service: Managed SPE. This deck contains an offer. Mention "SlideShare" and we'll honor it.

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