Radical Inside-Out Sales
•
0 gostou•573 visualizações
The document proposes redesigning the traditional sales function by challenging two assumptions: that sales is an outside activity and an individual pursuit. It suggests sales is primarily an inside function and team endeavor. To illustrate, it presents a thought experiment where various roles like CSR, analysts and specialists work together as a sales team from inside the company. It acknowledges common concerns about changing compensation, relationships and customer contacts but argues this new model could work in reality.
Recomendados
Mais conteúdo relacionado
Mais procurados
Mais procurados (18)
Semelhante a Radical Inside-Out Sales
Semelhante a Radical Inside-Out Sales (20)
Último
Último (20)
Radical Inside-Out Sales
- 1. 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
- 2. ? IS SALES EVEN BROKEN?
- 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
- 5. TWO QUESTIONABLE ASSUMPTIONS Sales is an OUTSIDE activity
- 6. TWO QUESTIONABLE ASSUMPTIONS Sales is an INDIVIDUAL pursuit Sales is an OUTSIDE activity
- 7. ? SALES IS PRIMARILY AN INSIDE FUNCTION
- 8. ? SALES IS A TEAM ENDEAVOR
- 9. THOUGHT EXPERIMENT If, tomorrow, you were to find yourself with no sales function (no customer service or promotions either), what would you do?
- 12. THOUGHT EXPERIMENT CSR Orders, RFQs and Issues CSR
- 13. OutsideInside S person (Inside) CSR Orders, RFQs and Issues CSR THOUGHT EXPERIMENT
- 14. OutsideInside S person (Inside) Sales Opportunities CSR Orders, RFQs and Issues CSR THOUGHT EXPERIMENT
- 15. S person (Inside) OutsideInside Sales Opportunities S person (Inside) Sales Opportunities CSR Orders, RFQs and Issues CSR THOUGHT EXPERIMENT
- 16. S person (Inside) Camp. Coord OutsideInside Sales Opportunities S person (Inside) Sales Opportunities CSR Orders, RFQs and Issues CSR THOUGHT EXPERIMENT
- 17. THOUGHT EXPERIMENT S person (Inside) Camp. CoordResearch Analyst OutsideInside Sales Opportunities S person (Inside) Sales Opportunities CSR Orders, RFQs and Issues CSR
- 18. THOUGHT EXPERIMENT S person (Inside) Camp. CoordResearch Analyst OutsideInside Sales Opportunities Field Specialist Field Visit Requests S person (Inside) Sales Opportunities CSR Orders, RFQs and Issues CSR
- 19. THOUGHT EXPERIMENT S person (Inside) Camp. CoordResearch Analyst OutsideInside Sales Opportunities Field Specialist Field Visit Requests S person (Inside) Sales Opportunities CSR Orders, RFQs and Issues CSR BDM
- 20. THOUGHT EXPERIMENT S person (Inside) Camp. CoordResearch Analyst OutsideInside Sales Opportunities Field Specialist Field Visit Requests S person (Inside) Sales Opportunities CSR Orders, RFQs and Issues CSR BDC BDM Field Appointments Sales Opportunities
- 21. THOUGHT EXPERIMENT S person (Inside) Camp. CoordResearch Analyst OutsideInside Sales Opportunities Field Specialist Field Visit Requests S person (Inside) Sales Opportunities CSR Orders, RFQs and Issues CSR BDC BDM Field Appointments Sales Opportunities
- 22. ? BUT, CAN THIS REALLY WORK IN REALITY?
- 23. 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?