The Death of Field Sales
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This document proposes an "ultimate sales function" that reimagines the traditional sales model. It argues that sales is primarily an inside function and team endeavor, rather than an outside individual pursuit. The proposed model centralizes sales opportunities, customer service, and field support under one function. Concerns about this approach like maintaining personal relationships or sales commissions are addressed. The goal is to move from the traditional model of salespeople averaging just a couple business development meetings per week to a more coordinated team approach.
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The Death of Field Sales
- 1. FIELD SALES A radical inside-out approach to the design and management of the sales function Justin Roff-Marsh Founder: Ballistix
- 3. 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
- 4. THE ROOT CAUSE Salespeople average just a couple of bus-dev meetings a week Salespeople over- service some accounts and ignore others Salespeople don’t prospect enough We have friction between sales and other departments Salespeople are up to their elbows in customer service Salespeople own accounts and operate as autonomous agents
- 5. TWO QUESTIONABLE ASSUMPTIONS Sales is an OUTSIDE activity
- 6. TWO QUESTIONABLE ASSUMPTIONS Sales is an OUTSIDE activity Sales is an INDIVIDUAL pursuit
- 9. THOUGHT EXPERIMENT! If, tomorrow, you were to find yourself with no sales (and no customer service function): What would you do? Who would you employ first?
- 10. ULTIMATE SALES FUNCTION CSR CSR Orders, RFQs and Issues
- 11. ULTIMATE SALES FUNCTION CSR CSR Orders, RFQs and Issues S person (Inside) OutsideInside Sales Opportunities S person (Inside) Sales Opportunities
- 12. ULTIMATE SALES FUNCTION CSR CSR Orders, RFQs and Issues Campaign CoordResearch Analyst S person (Inside) OutsideInside Sales Opportunities S person (Inside) Sales Opportunities Field Specialist Field Visit Requests
- 13. ULTIMATE SALES FUNCTION CSR CSR Orders, RFQs and Issues BDM S person (Inside) OutsideInside Sales Opportunities S person (Inside) Sales Opportunities Field Specialist Field Visit RequestsCampaign CoordResearch Analyst
- 14. Bus Dev Coord Field Appointments ULTIMATE SALES FUNCTION CSR CSR Orders, RFQs and Issues S person (Inside) OutsideInside Sales Opportunities S person (Inside) Sales Opportunities Field Specialist Field Visit Requests BDMCampaign CoordResearch Analyst
- 15. Sales Opportunities ULTIMATE SALES FUNCTION CSR CSR Orders, RFQs and Issues S person (Inside) OutsideInside Sales Opportunities S person (Inside) Sales Opportunities BDM Bus Dev Coord Field AppointmentsField Specialist Field Visit RequestsCampaign CoordResearch Analyst
- 16. But, can this work in reality?
- 17. ADDRESSING CONCERNS Single point of contact Personal relationships Quality of (work) life Sales commissions